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

Yeah!!! Thrilled to be able to attend this.

But wait...this event is free!? ;)

I hope you can schedule another session of this which isn't right before a holiday weekend! I will be out of town. grrr...

Thanks for posting an alternate. Perfect. Finally get to connect with George too. Can't wait.

Thanks for posting an alternate. Perfect. Finally get to connect with George too. Can't wait.

Just freed up my spot for the event on the 21st. If that event works better for you, you'd better hurry and secure the spot!

Thanks for the alternate, this one works much better for me!

That is wonderful.....grateful for this opportunity

George have you worked with John L Scott in the past giving social networking classes?

Ezzie, No I've not worked with John L. Scott on social networking.

Geoff, Whoa, wait! You mean we get to meet in person?!?

Way cool!

This sounds awesome. Looking forward to seeing both you George and Kate but the real treat is seeing you both doing an event together.

I heard about this class George and am really looking forward to meeting you and hearing you share your genius!

Sheryl, Thanks for the advanced "applause."

Actually, the idea here is that you learn somethings from this event that enable YOU to more effectively share your genius with all those whose lives you touch!

Kate and George... Here's a little testimonial for you.

I attended a recent "How to get paid for introductory sessions" class presented by Kate and George. I applied one of the action items I learned. Within one week, I earned over $1,000 for my newly created introductory sessions.

Thank you both for sharing and paying it forward. May you be mightily blessed. ...Howard

Howard, This is great to hear! Congratulations!

So, I presume you'll keep doing this more, yes?!?

One thing for everyone to be aware of, introducing introductory or "discovery" sessions, as I like to refer to them, may not work the first time you try it.

So, even if you don't meet with immediate success like Howard, rather than get discouraged and discard the approach, just get more determined!

Congratulations again Howard and do keep us posted on your future progress!

George... Keeping you posted and YES I will keep doing this more. You have never steered me wrong yet.

In the spirit of full disclosure. The new consults all came from people I already knew that I would classify as friends, fans, or followers. These were not fresh new contacts.

Just the fact that I mentioned and offered a paid consult with a specific solution attached to it, was probably the "closer". I had already built up a "trust" factor with each of them.

What your workshop did for me was to apply that "determination" you suggest, and post a new offering to my services. You can see it at this link on my SenseAble Sales Training Webpage if you are interested.

That action gave me the courage to ask and I have received. Thanks for all your help. ...Howard

You know, sometimes it's harder to ask to be paid by friends and others who already know you. So, another round of congratulations for your courage to declare a price for your Discovery Sessions.

Trust, along with courage and confidence are key ingredients to successful introductory sessions that clients gladly pay you for.

One thing I'd add, is more detail about what's involved and what you get out of your Discovery Session (I know you're working on it).

And yes, you're right: After building the trust factor, offering a paid consultation with a specific solution as the outcome is vital.

And that's why I asked everyone to clarify their value proposition: "What are the specific, measurable results, improvements, outcomes, and experiences that someone gets from working with you longer-term? From a discovery session?

Very interested in this workshop. I have a rather good conversion rate - however, it isn't 100% so room for improvement. And attracting more of the best clients to work with :)

I have a conflict with this one. Time slot and day is great for me so I would love to attend a future date!

Blessings,
Amy Woidtke
designer & space therapist
EcoKind Design

Amy, No approach is 100%. Though my is around 90%. But my approach is highly selective. And efficient.

Are you willing to share... are you using free or paid introductory sessions?

And, what do YOU consider a good conversion rate?

Depending on the business, target audience, service/product/program offered, setting, a good conversion rate could be anything from 20% and upwards.

And I agree: There's always room for improvement. The best keep working to get better.

And, that applies not just to client conversion, but also in the quality of the services and products we provide.

My experience and observation is that the approach I've developed to using introductory sessions that clients gladly pay for has helped me to, directly and indirectly, upgrade the value and results that I help my clients produce and their experience of being a "freedompreneur."

I'll be doing a 45-minute webinar on this topics, as a featured expert on Top Sales Experts on September 10th at 1 pm Pacific: http://freedompreneur.com/our-programs/eventsevents/

I won't have the time during this webinar to cover as much detail as the live workshop, but it'll give you a head start.

Sorry, I posted the wrong link above for my upcoming webinar as the featured expert on Top Sales Experts; here's the correct link for more details: http://freedompreneur.com/our-programs/events/

Of course I will share! :)

I do an initial complimentary 30 minute consultation that allows myself and the potential client to get a feel for each other's persona, as well as learn about how I work and what their needs are, etc.

I have approx. an 85-95% conversion rate. Most of the time if people get me as far as into their spaces, I am on board for their project. Some post pone due to budget issues that come up and then we stay in touch at a date down the road when they might be ready.

Continuing to attract the clients I want and love to work with is definitely something I want to expand on and learning how to do introductory sessions that are paid would be FABULOUS!

Thank you for the webinar link. I learn better in person so I'll wait for the next event you two produce!

Blessings,
Amy Woidtke
designer & space therapist
EcoKind Design

I dunno; should we tell people to bring their camping gear and camp out the night before? :)

I told you we'd need to schedule at Meydenbauer Center next! :)

All kidding aside, we do have a large auditorium, but we're limited in capacity by the number of physical seats. It's possible we might end up with a 'SRO' situation, so arrive early to make sure you get a real seat!

I can't wait to attend this event. I had a conflict with the last one and am glad to see it so soon again.

Am I missing something? Where is the event taking place?

Really looking forward to it.

Lots of "Buzz" about your event I know some that have gone before and going again!! I am very intrigued and ready! Being in real estate (I love it do not want to do anything else). I like to educate my clients give them the tools so we can make the best decision for “them” I intend to give classes and feel that charging a small amount not only helps me (not just in making a $$) yet adding credibility plus it makes their commitment stronger. See you on the 3rd!!

Your Friend in Real Estate, Ezzie

Lynda, The event is in Bellevue in the performance auditorium at Music Works Northwest.

We'll be sending out specific driving directions to everyone who RSVPd.

Ezzie, Each time I present this information, I become more aware of what I actually do and say, and "who I'm being" that makes my approach effective.

So, the content of each workshop is getting better and better.

Even preparing the content for this workshop on September 3rd, I've become aware of steps that I take that I didn't realize that I take and steps in my entire process that were "invisible" to me.

So, it's been a fun experience to share what I've learned with everyone who is interested.

See you this Thursday!

George,

Thanks for the prompt reply. It appears, I benefited by waiting to attend this seminar, rather than attending the first one.

I'm really looking forward to it.

Lynda

I just spoke with the director at Music Works Northwest and he is looking for more chairs. So, in the meantime, I've increased the RSVP capacity by 5 to 130.

If we can, we'll raise it higher, depending on whether they can find enough chairs (the physical space can handle more)

Lynda, The timing is always perfect. I believe that we show up where ever we show at the the right time and place, with the right people.

It's an on-going practice to remember that. So, the people who were at the very first event, got exactly just what they needed.

No more. No less.

I anticipate that you'll do the same on Thursday.

George,

I couldn't agree with you more. When the student is ready, the teacher will appear.

Lynda

OK, great news.

I just hung up the phone after speaking with the director at Music Works NW; he has located additional chairs, so I can appropriately raise the RSVP limit!

Amy: Is your conversion rate going from 30-min initial free session to paying client, 85-95%?

You don't want to include the postpones in your conversion calculations; that's not hard revenue to you.

It's what we call "pipeline" revenue.

Make sense?

sadly something came up I can't miss :-/ This looks like it is going to be an AMAZING event! Kate has a ton to offer and from what I hear so does Dr Huang, I look forward to more events from these two. Have a blast.

Jabez

Jabez, We'll definitely miss you.

I attended one of your events on getting Paid to Speak; it's almost like a cousin to "introductory sessions that clients gladly pay for!"

I'm sure our paths will cross again sometime.

George

Oh, yeah! Thank you Jabez. Better late than never.

This class was excellent. Really made me think and gave me some great ideas to emplement right away.

Hi, Biznikers! I need your help. During this event today, someone hit my car (black toyota corolla) in the parking lot. And took off. No note. But did leave a BIG DENT in the right front wheel hub area of my car. Did any of you see anything?? If so, please send me a message. Judging by the powder residue left on my car and the scrapes, it was a white or cream colored vehichle that hit mine. Hit and runs are NOT NICE...

Connie, Sorry to hear what happened.

You might also call the front office at Music Works NW and see if they might have any "through the grapevine" info about a white or cream-colored car.

Connie I am so sorry to hear of this, a few years ago I had a hit and run, call your inusrance guy mine was taken care of by my insurance, I agree NOT NICE!!

George and Kate great event lots of wonderful ideas, thank you for your time, sharing and energy!!!

George, you aked one of the volunteers today "How did you find out about this event?....What got you here today?"

I have to tell that, in my case, it was truly because I was supposed to be there, as I don't preene the Biznik list of events......ever (of course I'll deny that if asked). All I know for certain is that on one occassion when I sat down to ponder my Biznik account (and DO something with it) I came across your class. You know..........the one that was already FULL.

Oh, well. I thought. I'll ask to be notified of the next event and maybe attend that one. It was very shortly after that 'pause' that you and Kate decided to post two more dates. Yeah...can't attend the first new date, and already decided that I wasn't going to be able to attend the other one either when. WAIT. I Can attend that day. Hugh! So I signed up for it and NOTHING got in the way. No work emergencies, no volunteer embergencies, nothing. So I went.

AND................

I discovered today, while listening to your presentaiton, that I already have quite a few of the Pre-Qualification assessments, Client Agreements, etc.

I knew I was saving these 'things' for a reason.

My real issue is that I just need to DO IT. I will never feel like I'm 100% ready and I can't learn from doing.......if I'm not DOING.

Sometimes we're just put in places where we need to be.

Thanks.

George & Kate, I have truly been blessed by attending your event today. There was a wealth of knowledge, and the way it as presented was easy to grasp. Thank you!

I met some wonderful people as I manned the sign-in table and had a chance to see a few fairly new acquaintances. This all made for a completely fantastic day!

Thanks! I loved the event, by the way. GREAT info, great energy.

Another terrific and informative event from Kate and George. I can't wait to get my self study course so I can improve my discovery sessions and presentations. Thanks!

Thank you Kate and George - the event was excellent! I realized just how much of my expertise I was giving away in intro sessions that never resulted in clients. Luckily I have been getting most of my clients through word of mouth so haven't really done too many intro sessions. However, the workshop was a big "Aha" for me re: how to structure discovery sessions going forward. Never again will I give away my livelihood. :-) The information received was invaluable and I am so glad I attended.

I've unchecked this box at least 5 times and yet still emails keep coming to me. I can't find a place to save it and am hoping that this time does it.

Please tell me what I am doing wrong to stop the email flow.

Thanks,

Lynda

Loved this event and George's presentation together with Kate's lovely voice. I think you make a great duo and compliment each other very well.

I was impressed with George's creative mind. He is very intuitive. Even though I struggled with how to apply his process with a product type service instead of a coaching/consultant type of service, he spent a few minutes with me to share his idea how I could apply it to my business. So, I talked with my business partner about it and we think we have an angle we can use to get started with this. I also purchased the pre-release self help education package and am awaiting its delivery.

Thanks for a really good event. One of the best "seminars" I've been to.

Cal, You picked up on "The Big 'I'", didn' you?

I tell my clients that there are two "I's" to the approach to building any business:

1. The Intellectual approach
2. The Intuitive approach

So, what does one use? BOTH

And, when push comes to shove, learn to RELY on your intuitive, inner guidance system.

For most, this takes practice. More practice. And even more practice!

I'm really glad you spoke with me. You bring up a great teaching point...

...The mindset of most entrepreneurs is that their business identity is tied either to the service or to the product that they primarily deliver. It's no different than our identities as human beings. I'm a great example: When I retired as a plastic surgeon when I was 40, I didn't realize how my deeply entwined my identity of who I was and my worth in the world was tied to "M.D., Certified by the American Board of Plastic Surgery."

But that's limited, crippling thinking in the business world and in personal life.

It limits your FREEDOM to CONTRIBUTE your gifts and talents with people who are waiting to uniquely receive them from you.

And, it limits the breadth and depth of your PROSPERITY and PROFITABILITY.

IF you are a product-oriented business, you have products, but your business is not your products.

IF you are a service-oriented business, you offer services, but your business is not your services.

First and foremost, you are a provider of value. You are the answer to someone's big problems or burning desires. Your answer provides particular results, improvements, outcomes and experiences that people value and that make a difference in the quality of their lives (and depending on the business, also impacts the duration or 'quantity' of their lives.)

Where do you go with this? Just start thnking bigger. Think "value, value, value." "How can I continue to provide value to the clients, customers, and patients whom I serve?"

Well, then it gets pretty simple: Just look around your office or home: Sometimes we need products in our lives. Sometimes, we need services.

Make sense? If so, then...

...IF you are a product-oriented business, do some brainstorming on how you can expand the value of your contribution by adding a service line.

...IF you are a service-oriented business, consider adding a product line(s) to your mix, for the same above reasons.

Cal, keep us posted on your progress!

(I ought to turn this post into an article, but I'm furiously working on the "Introductory Sessions That Clients Gladly Pay For" Self-Study Guide so I can get it to you ASAP!) :)

This was a great event! came home and logged onto George's site and explored some more ... George that's me in the pending Facebook, LinkedIn, etc :-)

and I believe the term to describe you is "gregarious introvert" (see following quote)

"Anyone who has completed a Myers Briggs Type Indicator knows the MBTI categorizes people as either Introverts or Extroverts. What people may not understand is that the Myers Briggs Type Indicator looks at how people process information. An extrovert thinks out loud while an introvert thinks before speaking.

However, being an introvert does not automatically mean the person is shy. There are varying degrees of introversion, from the deathly-shy introvert to the gregarious introvert."

Leslie, so now I'm not sure what I am, because sometimes I think before speaking and other times I think out loud.

AND, I like the "gregarious introvert" phrase.

It's easier than explaining being an "extroverted introvert!"

Okay, I'll find your pending F/B, and LinkedIn requests! Thanks for rooting around! It's all fun stuff!

George

That's so funny. I didn't know why I was reading the comments on this event until I got to the end and saw that Kate just posted about my Introvert Extrovert article!

Kate, this sounds like it was fantastic!

Connie, that happened to my car once many years ago and I was pissed! I hope you get appropriate help there.

I hope to catch this event next time around!

"Connie, that happened to my car once many years ago and I was pissed! I hope you get appropriate help there."

Thanks, Rachel! I had it fixed today, and it looks fantastic. Like nothing happened. Only it cost me $800. I hope it wasn't one of "us" Biznikers (113 of us were in that parking lot that morning) who hit and run and damaged my car, and if it was, shame on you!