How to Attract More and Better Clients through Introductory Sessions (and Get Paid for It!)

So many of us coaches say that the free intro session is passe, but I'm intrigued with how you've made it work. Always open to learning something new -- or something old, but better. :)

Deah, Please enlighten me!

I wasn't aware that the free intro session was passe; what 's taken it's place?

My observation and experience is that there is an appropriate time and place for both free and paid introductory sessions. Having said that, I spend the bulk of my "introductory" time on paid sessions.

I look forward to seeing you at this event.

George

George, it's not so much that anything great has taken the place of the free intro session, but that coaches (and other solo-service providers in the healing arts -- my niche) aren't good at closing the sale because they don't know how to comfortably switch from offering help to asking for the contract.

Then there's the attitude among many that they don't want to give their services away if they can't convert a prospect to a client.

It's a situation of sales pitch resistance meeting resentment at feeling used -- a business killer, for sure!

Ironically, when I give free intro sessions, prospects end up asking how much they should pay me. LOL

I'm eager to learn what I'm doing right. :)

Ahh yes, Deah, I'll be sure to address this.

Kate, thanks for reminding me about the "pitch" concern. I'll address this as well during our session.

I've learned how much of what I do is transparent to myself, because it's so natural and ingrained.

This may work for me or against me!

Teaching others how to provide successful introductory "discovery" sessions is helping me to become aware of the specific places where a coach/consultant can stumble.

I'll address these "potholes" on the 21st, as well.

Deah said this: "Ironically, when I give free intro sessions, prospects end up asking how much they should pay me. LOL"

If that's happening consistently, then you ought to consider this:

There's a variation of Paid Introductory Sessions that you might consider: "PWYC"

That's the Pay-What-You-Can model. It can be tricky and there's a learning curve, but it's worth considering.

The other thing to consider is testing the paid introductory session approach.

When and how you test depends on a number of factors, such as your current client load, revenue needs, prospective client pipeline, overall confidence level, confidence with "closing," etc.

I'm looking forward to seeing you again George. It'll be good to hear your insights!

Hey Julia! What a pleasant surprise. I look forward to seeing you again as well.

This is such a fantastic workshop, I am coming back for more! What a great venue, too.

George, you kill me! I so want to attend this. Darn it. Can't believe I am going to miss another one.

Geoff, That's two strikes. One more and....

...uh, well maybe you'll have to make up your own consequence!

We'll meet up soon. Ideally, during this lifetime. :)

I'll Bite. I have charged $60 for 20 minutes for years (applicable to the final bill) since 1990. My Biznik profile openly states my rates and has ever since I joined. Look forward to your teachings!

Rags, If that works for you to charge $60 for 20 min, keep doing it.

But it seems that if you've been doing this for 18 years, you'd stand to gain a lot by considering other alternative approaches.

Doesn't mean you have to ditch your current approach, just expand your repertoire.

And, stating your rates may OR may not work to your benefit because potential clients will pre-judge you based on price, rather than value.

Hello George & Kate

I have always offered free introductory 1/2 hour consultations, not sessions. After meeting & talking with me, people always want to have some sessions. My challenge is getting them to come in initially - I'm getting very few calls lately from prospective new patients. Would you recommend this workshop for me? It's clearly very popular - I don't want to take a spot from someone who might benefit more directly.

Lesli Dalaba, L.Ac.

Lesli, I recommend becoming masterful at BOTH complimentary and paid introductory sessions.

Just because a session is free doesn't automatically make it more attractive,

Depending on your clientele, it's quite possible that patients don't come BECAUSE sessions are free.

Paid sessions are seen by many as more valuable than free sessions.

Either way you slice it, master both approaches; there's also a third approach: The hybrid of free and paid intros.

In short, yes, you'd benefit from this workshop. At the least, it will help to open your beliefs and thinking in other directions.

Ultimately, trust your instincts about whether to attend.

How I wish I could make it but I have my morning booked that day (gratefully) .

Will you be having another event soon? I just found out about this and it seems to resonate with me alot. Ever have an evening event so I can come and see you?

I see the workshop is full, I am curious if you would accept 2 more?

Thank you! Carly Garreffa

I really want to attend one of these, so am putting my encouragement vote in for anotheer one soon. I'm not a paying member yet so can't be waitlisted, but I'm still wishing some magic happens and I am called to fill a space!

I'm going to an all-day workshop on that day, so I'm hoping you will be offering this again. Sounds great!

Hi Kate and George,

Thanks for letting me know about the open spot. I just signed up for the September 3rd event. That date works better for me. Looking forward to it!

By the way, are you considering to do a workshop in Seattle?

Thank you!

Ingrid

Anybody in the Bellingham area want to carpool to this? I'm looking forward to it.

Kate, That's a great idea! Special prize for the person or persons who travel the furthest to get to the event!

I got another commitment on this day, so will have to try to catch your next seminar. Have a good one!

Yay Kate! Congrats on attracting so much interest for your event.

You are a success magnet!

I regret not being able to make the event tomorrow. but I will be attending a future event.

Julia and Drue, Perhaps we'll see you at this event: http://biznik.com/events/how-to-attract-more-and-better-clients-through-introductory-sessions-and-get-paid-for-it-0

Kate and George- Sorry to bow out today...clients now at 11:30. CS

Hi Kate/George,

As expected, a great event! As well as meeting many great and passionate people, I took some valuable incites as I know many did. I especially like the fact that George highlighted the importance of providing the need rather than the want.

Very often when advising clients we can see the need for more than they are open to, or are able to provide. In my business I am building strong teams of advisement professionals from tax advisors, legal consultants, spiritual and wellness coaches, all of which supplement my value as a full service financial advisor and add value to my clients.

Good to meet you,

Peter Davies, CRPC

"Helping you live the life you've imagined"

Kate/George, This was my second event hosted by the two of you on this subject. George has so much information to give I think I would learn something new each time I hear him speak. I highly recommend this workshop for all professions not just coaches. I was so busy taking notes and writing down ideas on how I could apply this to my business that I will have to take a few hours to put them into play. Thank you both for providing so much value in your workshops. Christy Aston

I'd love to attend this event, but with the recent move and other commitments, can't make the third. PLEASE PLEASE PLEASE let me know if you add another date. I'll get up to attend somehow! Ever give any thought to taking this on the road - say to Portland? I'll help promote and host!

DeBorah, I'm sorry you can't make this event.

As you can tell, this is a very popular topic; quite a surprise for both Kate and I. Kate calls me "unconsciously competent;" I am now becoming aware or conscious of what I actually say and do using my paid "discovery" sessions to attract higher-end clients.

Honestly, I didn't appreciate until that last couple of month how my paid introductory approach is outside the mainstream.

Kate and I have, indeed, spoken about taking this on the road. I don't know how active the Biznik community is in Portland, but here in Seattle, it's quite robust.

For our first event on this topic, we had to switch venues to accommodate almost double the capacity of the original location.

For our event this past Friday, we pushed the limits of the capacity of the venue with 54 attendees (we overwhelmed the parking areas and washroom facilities.)

For this event on the September 3rd, we have a large auditorium.

We'd gladly take you up on your offer to promote and host, but...

I'm sharing these details with you for two reasons: 1) If the response is anything close to what we've gotten from the past two events in the Bellevue/Seattle area, we'll need a venue that can accommodate over 50+ participants.

2) On the other hand, it may be necessary to promote to non-Biznikers and invite them to become Biznikers to attend.

Please, do let us know if you're still up for it!

George

I'd like to throw my hat in the ring for a Portland Event as well. I'll be more than happy to work with DeBorah and do what it takes to put things together locally.

Have a Great Day, Rusty Lee http://CallMyPcDr.com

Rusty, Funny thing. Kate and I were speaking last night and wondering when and where to do our next event.

Our event this past Friday on this topic had 138 RSVPs and 115 or so attendees.

We figured Seattle would be the next obvious choice. But with your support and DeBorah's, Portland goes to the top!

A few logistics: A each of the three events we've done on this topic, each event has consistently demonstrated a 20% no-show rate, quite remarkably for a free event.

So, we need to plan the RSVP limit and actual space accommodations accordingly.

We've gotten a lot more great feedback both on the participant comment forms and on post-event posts (see the event on 9/3/09).

So, I wouldn't be surprised if the topic is popular in Portland.

This coming week, why don't we schedule a conference call to discuss logistics, timing, and other planning items.

Thanks for your interest and have a great holiday weekend!

George

Thanks George!

I'll look forward to connecting with you sometime next week.

DeBorah and I are set for a Biznik meeting in Portland on Tuesday afternoon. Hopefully, I'll get a chance to talk with her then.

Here's my direct email so we can coordinate schedules and arrange a time to talk.

Rusty@CallMyPcDr.com

Have a Great Weekend. Stay dry.....

Rusty