7 keys to getting more clients than you can handle

8/8/2019 7 Keys to Getting More Clients Than You Can Handle

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Carol Nyambura http://www.CarolNyambura.com [email protected] +254-722-338 356

Michael Port’s

Book Yourself SolidThe 7 Keys To Getting More Clients Than You Can Handle

Even If You Hate Marketing And Selling






Based onBook Yourself Solid

By Michael Port

Report Published byCarol Nyambura

All rights reserved. No part of this report may bereproduced or transmitted in any form or by any means,electronic or mechanical, including photocopying,recording or by any information storage and retrievalsystem, without written permission from the author,except for the inclusion of brief quotations in a review.

Copyright © 2005 by Michael Port, All Rights ReservedFirst Edition, 2005Second Edition, 2010

Published in the United States of America






Table of Contents

About Carol Nyambura..................................................................................................... 1 An Introduction ................................................................................................................. 3 Key Number 1: Know Why People Buy What You‟re Selling ..................................... 5 Key Number 2: Choose Your Ideal Clients .................................................................. 8 Key Number 3: Be Bold Be Brave Be Yourself For Profit & Fun ......................... 11 Key Number 4: Develop A Personal Brand................................................................ 14 Key Number 5: Learn How To Articulate What You Do ........................................ 16 Key Number 6: The Simple Selling Process................................................................ 19 Key Number 7: Self Promotion Is Easy And Fun ..................................................... 20 NOTES: ............................................................................................................................ 22






Disclaimer

This report is designed to provide information about marketing and promotion. Itis provided with the understanding that the publisher and author are notengaged in rendering legal, accounting or other professional services. If legal orother expert assistance is required, the services of a competent professional

should be sought.

It is not the purpose of this report to reprint all the information that is otherwiseavailable to the public, but instead to complement, amplify and supplement othertexts. You are urged to read all the available material, learn as much as possibleabout marketing, and tailor the information to your individual needs. For moreinformation, visit http://www.CarolNyambura.com

Every effort has been made to make this report as complete and as accurate aspossible. However, there may be mistakes, both typographical and in content.Therefore, this text should be used only as a general guide and not as theultimate source of marketing and promotion information. Furthermore, thismanual contains information on marketing and promotion that is current only upto the printing date.

The purpose of this report is to educate and entertain. The author and CarolNyambura shall have neither liability nor responsibility to any person or entitywith respect to any loss or damage caused, or alleged to have been caused,directly or indirectly, by the information contained in this report.

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http://www.carolnyambura.com/








Carol Nyambura http://www.CarolNyambura.com [email protected] Page 1

About Carol Nyambura

I belong to a family of educators; both my parents wereteachers and most of my father's siblings were alsoteachers. When I was making decisions about my careerbefore completing my high school education, the first thing I did was to completely steer away from education; I feltthere were enough teachers in my family. I therefore choseto pursue Public Health (going by the name„Environmental Health‟ at Moi University, Kenya ) for my

undergraduate degree.

After graduation, I was faced with yet another careerdecision; what should I study at Master's level? After lots of thought, it hit me that I had a lot of interest in 'how tomake teaching (at universities) better'. Throughout my undergraduate education, I had always been very disturbed

and sometimes downright irritated by the quality of teaching and learning - I had a feeling that itcould be done better. At that point, I did not really know whether I could make a career out of 'my irritation'.

As chance (or destiny, if you prefer) would have it, I bumped into the then Dean of the Faculty of Health Sciences (now School), Moi University, who asked me to refer anyone interested inpursuing a Master's programme in medical education to him. After reading the brochure andcurriculum for the Master of Health Professions Education (MHPE at Maastricht University,Netherlands) programme, I knew that I had found exactly what I wanted to do. I also realizedthat my attempt to run away from education as a career had been thwarted – apparently it hadbeen coded into my genetic makeup!

Having also pursued a postgraduate diploma in quality for health services (at MakerereUniversity, Uganda) I started working in the international NGO world as a Quality Assurance(&Performance Improvement) specialist. The most enjoyable times for me were those spent

teaching – especially the kind of teaching that helped participants to realize greater potential andachieve greater results. My work did not allow me to do enough of what I loved – teaching,educating, mentoring, coaching, building – and I therefore decided to quit and jump into the self-employment world.

Yes, you‟re right… I had to decide what I wanted to focus on!

I knew that whatever it was, it had to include plenty of teaching, educating, mentoring, coaching,building… One of the workshops I would run while employed had to do with teaching healthprofessionals running their private practices how to price their services to avoid losing money.

The participants in these workshops would always be extremely grateful (apart from being

shocked at how much money they had been losing) and it made me feel wonderful to be able tocontribute towards helping them build a more successful business.






With this in mind, I looked for and found a business coaching system that I resonated with. I gotcertified as a Book Yourself Solid ® Coach applicable to (i) coaching individuals, and (ii) conducting group seminars or workshops.

I believe that life should be fun, enjoyable, fulfilling; it should not be a struggle. I believe that youshould spend your life doing things that bring joy and deep fulfillment to you. I believe that whenyou‟re doing things that truly matter to you – that you truly enjoy – you will achieve truly remarkable results with ease. You‟ll blossom and spread lots of joy around.

You became a service professional because you have something important to share with the world. You are adding value to the people whose lives you touch. Your service is an expression

and an extension of who you are. You need to share your gifts, talents and passions with thepeople you‟re meant to serve. It will be a disservice if you end up reaching fewer people than youcould. You should not have to struggle to attract the people you are meant to serve, neithershould you have to avoid it because you don‟t know how to or you don‟t like it.

My desire is to work with you – the service professional in business – to help you fully expressyourself through your business and serve the people you‟re meant to serve. My joy will be to seeyou attract and secure more clients than you can handle with ease and grace and make a fulfilling living while still having the time to do all the things you love to do but have not been able to uptill now.

You already have everything you need to attract more clients than you can handle. My wish foryou is that you‟re able to create relentless demand for your services with less effort and less time,so that you can have the freedom, success and happiness that you truly deserve.

Do you desire this kind of success for yourself?

If so, read on and take ACTION – let‟s get to booking you solid! I encourage you to print outthis report so that you can participate in the exercises within.

Thank you for giving me the opportunity to serve you.

Carol NyamburaWhen you’re ready to achieve truly remarkable results

with ease!






An Introduction

Service professionals love what they do, but they don‟t get to do it enough. They avoid marketing and sales like the plague, and simply don‟t have enough clients. They hate marketing and selling because they don‟t know how to do it; they don‟t know how to introduce themselves to the

world. They generally feel that marketing cheapens the integrity of their work.

The opposite is actually true; you degrade your work by not offering it to everyone whoneeds it. You‟re robbing people of the experience of being around you and your unique ability tohelp them. If you have a message to deliver, something to offer, the Universe is telling you that

there are people out there that must hear your message. They are meant to work with you.

Is it possible to get more clients without feeling pushy, self-centred and sleazy? Well, yes!

Introducing Book Yourself Solid …

What is Book Yourself Solid ? A little secret: Book Yourself Solid is a love story disguised as a businessbook. It's a love story between you and all of the inspiring clients that you will serve. It's a lovestory between you and the whole concept of marketing and selling.

Book Yourself Solid is based on the fundamental philosophy that there are some people you’re

meant to serve and others you’re not meant to serve, and that’s ok .

The way the Book Yourself Solid system works is the way that marketing works for ServiceProfessionals. The system has been designed to mirror the exact same process that clients gothrough from the time they hear about you to when they hire you.

The way that service professionals are hired is as follows: self promotion doesn’t get clients;self promotion just creates awareness and certainly you‟re very lucky if somebody just becomesaware of you and hires you on the spot without anything else, but the self promotion strategiescreate awareness. When somebody becomes aware of you they come to check you out. And thefirst thing they look at is your foundation – they want to see if it‟s secure. And really what they‟re

looking at is who does this person work with – do they understand why I‟m coming to them, why I would need them, why I would buy from them? What do they stand for? What is their personalbrand identity? And are they talking about what they do in a way that really resonates with me?

They may not articulate it in that way, but those are the things that are going through their heads.

The firm, secure foundation forms the focus of the first module of the Book Yourself Solid system,helping you to identify your ideal clients, your target market, develop your personal brand so thatyou decide how you want to be known in the world, and then you are able to talk about what youdo without sounding confusing or bland or like everybody else and without ever using an elevatorpitch (which sounds cheesy, usually).

Once somebody feels comfortable with your foundation, they then give you the opportunity toearn their trust. Generally that takes some time because trust is generally built over time throughthe commitment making and fulfilling process.






To be booked solid requires that you are considered credible within your marketplace, that yoube perceived as likeable, and that y ou earn the trust of the people you‟d like to serve. The secondmodule of Book Yourself Solid focuses on a process through which you can build trust andcredibility. This is based on the fact that people buy from those they like and trust, which is evenmore critical for the professional service provider. If you don‟t have trust, then it doesn‟t matterhow well you‟ve planned, what you‟re offering, or whether you‟ve created a wide variety of buying options to meet varying budgets. If a potential client doesn‟t trust you, nothing elsematters.

Over time, you will be able to make offers that are proportionate to the amount of trust that

you‟ve earned. If the offer is proportionate to the amount of trust that you‟ve earned and if it iscompelling to your potential client, they will indicate their interest, at which point you can have asales conversation.

The third module of Book Yourself Solid helps you develop an effective sales cycle, which helps youturn conversations into relationships of trust with your potential clients over time. The BookYourself Solid Sales Cycle helps you to turn strangers into friends, friends into potential clients andthen current clients by adding value and by getting permission from them to offer your productsand services. This module also focuses on pricing your offerings.

Only when the first three aspects are ready should you use the 7 Core Self-Promotion Strategies

to create awareness about your services. This is because promoting your services before ensuring that you have a firm foundation makes it difficult for you to turn strangers into your clients. Thefourth module of Book Yourself Solid teaches you some simple ways to promote your servicesthat match with your personality and that leave you feeling within integrity.

That‟s the system: you build a firm foundation, build trust and credibility, create your sales cycle,then and only then do you use all or some of the 7 Core Self-Promotion Strategies to createawareness about your services. Once this system is in place, it becomes much easier for you toattract hordes of the right clients to your business. With time, you‟ll do less and less marketing yourself, as your very happy and satisfied clients will do plenty of marketing on your behalf andget you referrals.

The result? You get to spend your time with clients that you love to serve; you earn a greatincome, and you live a fulfilling and satisfying life!

93% of the people that have fully implemented the Book Yourself Solid System have increased theirrevenues by over 40% within their first year.

You too can get similar results, but only if you TAKE ACTION. Will you?

Let‟s have a look at the 7 keys to getting more clients than you can handle even if you hatemarketing and selling.






Key Number 1:Know Why People Buy What You’re

Selling

Home improvement Joe is putting the finishing touches on the most beautiful windows you have ever seen. He’s selected the most luxurious imported window coverings and complementary hardware. Once he mounts the exquisite rods and hangs the deep red custom velvet drapes, he’ll be done. T he only thing standing in

his way is for him to select one of the 30 power drills available at the local hardware store. Without the drill, he can’t mount the rod or hang the curtains.

But is Joe really buying a drill? No! He’s buying three holes – three of the most perfect holes to support the most beautiful, hand-made custom-design drapes he has ever seen.

You may have heard this parable of home improvement Joe before. It‟s incredibly importantbecause the fact is, people don‟t buy a product or service.

When was the last time you heard someone buy what you do, meaning buy the name of aprofession? Say, graphic design, coaching, fitness training, massage therapy, hair styling,acupuncture, computer programming, etc.? If you said, “Never!” you‟re right.

People don‟t buy a profession. Just like Joe didn‟t fundamentally need a drill. Your clients don‟tfundamentally need your profession.

What they need are solutions to their problems. They want the benefit of what your solution offers…

They want to feel incredibly attractive; look younger; be healthier; live with more verve andenjoyment; attract the perfect mate; live a long, prosperous life; attract more business; be

wealthier; be more productive; feel more self-confident; enjoy a sense of balance and

accomplishment…

In other words, you need to identify and understand exactly what people are buying when they buy your services.

It‟s normal to think of features first. It‟s human nature to skip over the benefits. You might think that your profession will give people the results that they‟re looking for. And that‟s true, on adeeper level. But your potential clients may not know it. And if they do, why would they pick youover someone else?

People buy very specific solutions and results to their very prominent problems, no matter how

those results are packaged. So, if I wanted to lose weight, and you told me that you could solvemy problem, I would listen! And I wouldn‟t really care how we did it – within reason, of course – if I knew that it would give me the results that I needed.






When you tell someone simply what you do in terms of your profession, they will define you by what they know of that discipline. You put yourself at a disadvantage especially if they have hadpast negative associations with that definition. If they actually need what you do, labeling yourself by your profession/discipline makes you look like any other member of your fraternity and doesnot highlight any reasons why this person should choose you over the many others available.

The fact is people buy solutions to their problems. So sell the results and sell the solutions to theproblems people have – and don‟t sell the science.

No matter what you say, think, or do - take the attention off of yourself, your business and your

services. Every second of every day stay focused on clear, specific, and detailed solutions,benefits and advantages that appeal to your prospects. Clearly define the root of your prospects‟problems and needs. Identify their Urgent Needs and Compelling Desires and then offer them anInvest-able Opportunity and you‟ll be booked solid in no time.

If it makes it easier for you when going through this process, you could focus on just one person – a potential client – and think of this person when you‟re responding to the questions in thefollowing exercise.






WRITTEN EXERCISE:

Develop a list that starts to identify what your clients are actually buying when they are buying your services.

What are your clients’ Urgent Needs? What do they want to move away from?

1. 2. 3.

What are your clients’ Compelling Desires? What do they want to move toward?

1. 2. 3.

What Invest-able Opportunities are you offering your clients? What is the BIGresult you help them get?

1. 2. 3.

Now, every time you communicate in person, through writing, on the internet, in anadvertisement, on the phone, etc… articulate and re-articulate these Urgent Needs andCompelling Desires and the Invest-able Opportunities that you offer.






Key Number 2:Choose Your Ideal Clients

Your clients are an expression and an extension of you. Do you simply take on clients becausethey have a pulse and a credit card (or cash)?

Uninspiring, unchallenging and uninteresting clients suck the life out of me. Why would you want

to spend your time with such clients? Interview potential clients – have standards by which tochoose whom to work with. Don‟t have clients (or anyone else in your life) who drain yourenergy. It requires a leap of faith, but the emotional and financial rewards are worth it.

For maximum joy, prosperity, and abundance think about the person you are when you are mostfully expressed… when you are with all the people who inspire and energize you. Make a long listof the characteristics these people have, because they are your Ideal Clients.

When you are able to define your Ideal Clients you‟ll have permission to release any dead woodin your calendar. Then, and only then, will you be able to Book Yourself Solid because you‟ll be

working with Ideal Clients, the people with whom you do your best work.

Start to define who your Ideal Clients are and the qualities that your Ideal Clients possess. Hereare a few of my clients‟ essential qualities to get you started:

Value based: care about the quality they offer (not just the quantity)

Love learning new things

Genuine/authentic: they‟re themselves – no pretence

Follow through on their promises

Have a good sense of humor (don‟t take things too seriously)

Courageous (dream big)

They contribute to and focus on their outcomes

Bright (full of light and easily excitable)

Resilient (keep coming back for more)






WRITTEN EXERCISE:

Now, come up with your own.

1. ____________________________________________

2. ____________________________________________

3. ____________________________________________

4. ____________________________________________

5. ____________________________________________

6. ____________________________________________

7. ____________________________________________

8. ____________________________________________

9. ____________________________________________

10. ____________________________________________






The Benefits of working with Ideal Clients:

You‟ll have clean energy to do your best work

You won‟t feel drained or tired

You‟ll feel invigorated and inspired

You‟ll connect with clients on a deeper level

You‟ll feel challenged professionally

You‟ll feel successful and confident

You‟ll know your work matters and is changing lives

Your work will become far more than just a typical service provided

You‟ll have more fun, accomplish greater results, and experience incredible joy andfulfillment

The magic of you will come to life!

Sounds pretty darn great, doesn‟t it!






Key Number 3:Be Bold Be Brave Be Yourself ForProfit & Fun

Most self-employed professionals present the “diluted” version of themselves to the world – probably the result of conditioning from time spent in the corporate world before entering the

world of free-agency. They hide their creativity, quirkiness, spirit, passion, and spark.

If you are guilty of this… you must quickly change. You must flaunt your quirks and show off your personality for fun and profit. Remember people aren‟t only buying your solutions to theproblems they have, but they are buying you – and they‟ll buy more of you the more fully expressed you are.

You‟ll struggle if you water yourself down, hide your creativity or check your personality at thedoor or don‟t allow yourself to be fully expressed.

Embrace your authentic self and toss out the society-

accepted version of you. Yes! I’m serious. No one likes the IBM stiff blue suit that follows every rule. We‟re attractedto that quirky, authentic, confident soul who says it like it is and filters nothing!

When you‟re fully self -expressed, you will feel alive, attractive and you‟ll get the most business. The right people for you will be immediately attracted to you, and you‟ll also have the benefit of sending away the „not so right‟ people faster

Think about how radiant and attractive you are when you are with your best friends. If you letyour quirky, unique side shine, you‟ll experience far greater self -assurance and an immediate clientattraction. Sound easy? It is! Works every time like a charm. Test it for yourself.






WRITTEN EXERCISE:

Who are you when you are at your best… living in the moment?

1. _____________________________________________________

2. _____________________________________________________

3. _____________________________________________________

4. _____________________________________________________

5. _____________________________________________________

What can you talk about all day long with respect to your work?

1. _____________________________________________________

2. _____________________________________________________

3. _____________________________________________________

4. _____________________________________________________

5. _____________________________________________________






How would your clients and colleagues who really know you describe you?

1. _____________________________________________________

2. _____________________________________________________

3. _____________________________________________________

4.

_____________________________________________________

5. _____________________________________________________

What, if anything needs to change?

Are you truly and fully expressing yourself in your work?

It‟s the single most important element in attracting clients to you and your services.






Key Number 4:Develop A Personal Brand

My inspired friend - never underestimate the power of branding.

In order to create the thriving business you intend to, you will need to be known forsomething. A personal brand identity allows you to influence how people perceive you; it allows

people to define you in a manner of your choosing. The brand you establish is something that will make a deep, emotional connection between you and the people that you serve.

This is how a potential client considers you when deciding whether to hire you: the first thing they want to know is who you serve and what you help them achieve. They want to know if they are in the right place. So, if you do help people just like them (your target market) get what they

want (your number one big result), they know they‟re in the right place. Apart from that, yourpotential client will consider other things, consciously and unconsciously. They will want to know if they make a connection to you, emotionally, philosophically, spiritually – in other words, whatdo you stand for? Do you stand for something that has meaning and that resonates with them.

Having a personal brand makes it easy for the right clients for you to quickly identify you andeventually accept to work with you. A personal brand gives you the ability to attract fun andexciting clients who understand and „get you‟ and you „get them‟, the value of which should notbe underestimated.

Your personal brand highlights your authenticity, brilliance and unique qualities that attracts andretains ideal clients. Your personal brand looks like you, thinks like you, sounds and feels likeyou, and is instantly recognizable as your essence. It is clear, consistent, authentic, memorable,meaningful, soulful, and personal. The brand is YOU.

You personal brand communicates your uniqueness on three levels:

1. Your “WHO and DO WHAT” statement: articulates who you serve (your targetaudience) and what you help them do or achieve (your number one biggest result)

2. Your “WHY you do it” statement: what you stand for – why you get up every day to dothe work that you do. It lets others know what it's like to be around you.

3. A Tagline based on your why you do it statement – it‟s a fun and catchy way of describing what you do. It can be broad and can be transferred across target markets. It is notabsolutely necessary to have a tagline.






EXAMPLE:

My "who and do what" statement: "I help health & wellness professionals in business createrelentless demand for their products and services."

My why I do it statement: “I want help people easily achieve their greatest potential while truly enjoy ing themselves.”

My tagline: “Call me when you‟re ready to achieve truly remarkable results with ease!”

**************************

Michael Port‟s "who and do what" statement: "I help people who work for themselves createrelentless demand for their products and services."

Michael Port‟s why I do it statement: "I want to help people think bigger about who they are and what they offer the world."

Michael Port‟s tagline: "I'm the guy to call when you're tired of thinking small."

WRITTEN EXERCISE:

Your “WHO and DO WHAT” statement:

Your “WHY you do it” statement:

Your tagline:

Next, we‟re going to cover Key #5. Here‟s a hint... you‟re going to learn how to talk about whatyou do without sounding confusing or bland and without ever having to use an elevator pitch!

And you‟re going to love it!






Key Number 5:Learn How To Articulate What You Do

Another one of the main reasons that solo-professionals fail to build thriving businesses is thatthey struggle to articulate exactly what they do in this new, vibrant, branded, and authentic way…and most importantly what specific Invest-able Opportunities they bring to the table.

They aren‟t compelling and their message comes off as bland and confusing. As a result, they miss countless opportunities to meet and recruit potential clients. Can you personally relate?

Until you are able to clearly articulate exactly what you do, the Invest-able Opportunities that youoffer, and all the benefits that clients will experience as a result of working with you, you will bemissing out on enormous opportunities for growth and success. Remember people don’t buy

products or services. They buy solutions to their problems… solutions that you canpersonally deliver because of your unique abilities and your personal and professional experience.

You need to talk about what you do without sounding confusing or bland or like everybody elseand without ever using an elevator speech. Every Marketing book talks about using the

elevator speech, but nobody loves giving an elevator speech and nobody likes listening to onebecause they sound overblown and there is usually a lack of connection between the two people

who are engaged in this process of getting pitched some business.

The elevator pitch was designed to pitch small businesses to venture capitalists but it‟s not anatural way of speaking with clients, especially between service professionals and their clients.

It is much better to have a conversation – a dialogue – about what you do in a natural way that‟sorganic and relevant to the conversation. This conversation should be based on yourunderstanding of why people buy what you’re selling. The conversation may never go thesame way twice, but if you know and understand the preparatory material, you‟ll be able to adapt

it to the different circumstances.

Once you‟re clear about who your target market is, what their needs and desires are, what yourinvest-able opportunity for them is, and the big result of this opportunity for your potentialclients, you can have authentic conversations in any situation without sounding like a wacky actortrying to memorize a script!!

By using a conversation, you won‟t feel anxious, and you won‟t need a script, because you „know‟and understand your stuff.






Remember, this should not be used as a “show up and throw up” marketing strategy. Armyourself with your understanding of why people buy what you sell and then have a conversationlike a real person!

EXAMPLE:

POTENTIAL CLIENT: So, what do you do?

ME: I‟m a business coach and I work with health and wellness professionals to help them attractmore clients than they can handle, work fewer hours and have financial peace of mind.

POTENTIAL CLIENT: Wow! Sounds great! I‟m not a health professional, but I have a sister who started a practice as a nutritionist, and it sounds like you might be the person to help her.

ME: Oh. What seems to be challenging your sister?

POTENTIAL CLIENT: Well, she spends all her days at her practice, but complains that shedoesn‟t have enough clients. The ones that she sees don‟t seem to pay her what she feels she‟s

worth, and most of them are not totally related to her true interest, which is working withlactating mothers to help them feed themselves and their babies well.

ME: ...Well, sounds awfully familiar. Please tell her that she‟s not alone, and that she does not

have to continue to struggle to attract the kind of clients that she wants. I train and coach healthprofessionals just like her to book themselves solid. My clients are able to attract more clientsthan they can handle, work fewer hours, have financial peace of mind, and begin to lovemarketing… not to mention become completely re-inspired and engaged in their work. They fallin love with their work all over again!

POTENTIAL CLIENT: That sounds like something she could use… How can I get my sisterin touch with you?

ME: Well, here‟s my card. It has all my details on it. Could you also give me your sister‟s nameand contacts? I could get in touch with her in two day‟s time – I can copy you on the email too.

POTENTIAL CLIENT: That‟s great! Here they are.

ME: Thank you for giving me this opportunity. I believe that I‟ll be able to help your sister.

******************************************By the way, if you want to learn more about the 15-week Book Yourself Solid coaching programor any of my other business building products or services please email me [email protected] or call me personally on my direct line at 254-722-338 356.

mailto:[email protected]








Your turn... WRITTEN EXERCISE:

You know how some… (the clients you are speaking to/ about)

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

Which means that… (deepen the identification of the situation)

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

Well, what I do is… (your offering(s))

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

It means that… (outcome of solution)

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

Fantastic job!

I‟ll see you shortly for Key #6: The Simple Selling Process (love it or hate it, you‟ve got tolearn how to sell)






Key Number 6:

The Simple Selling Process

If you remember this, you’ll never have to sell again.

Think in terms of solutions and problems solved and clients will beg to work with you. You are a

consultant… a life-long advisor. When you have fundamental solutions to help others, it‟s yourmoral imperative to show and tell as many people as possible. You are changing lives! You may think of selling as a dirty word. But really all you‟re doing is making offers – you are giving yourclients an opportunity to overcome a problem that‟s been bothering them. Offers that are Invest-able Opportunities for your Ideal Clients.

So inquire…”What is your goal?”

Then show ... “What are the benefits you will achieve when you accomplish your goal?”

Then offer… “Would you like a partner to help you with that?”

That‟s a very simple sales conversation. And I suggest you keep it that simple - just TALK withpeople about what they want and ask them if they‟d like your help.

One more thing I want you to consider... your offerings may be expensive and service based. Your offerings have what I call a “high barrier for entry.” If I charge $300 per hour for my coaching, that may be a high barrier for entry to those who don‟t know me and don‟t even really know what coaching is. I need to remove any and all barriers for entry so that my potential IdealClients have an opportunity to experience what it‟s like to work with me. And experience is theoperative word.

We‟ll talk more about how to do this when we look at Key #7: Make Self-Promotion Easyand Fun.

For today...

Practice the Simple Selling Conversation.

Call up a colleague or a friend and ask them to practice with you. It‟s really the only way thatyou‟ll get better at the sales conversation. You‟ve got to create habits of making offers and using the Simple Selling Process is simply the best way that I know how. So call a buddy now... goahead and press the buttons and practice.






Key Number 7:

Self Promotion Is Easy And Fun

I‟m sure you‟ve heard the expression, “It‟s not what you know, but who you know?” Well, that‟snot true. It‟s “Who knows what you know?” that‟s important.

As I mentioned in Key Number 6, having a sales conversation is very easy. However, yourservices may have high barriers for entry. So, even if you have a perfect sales conversation, yourIdeal Client may still not be sure that they should invest in your services. In order to promoteyourself, your services, and products, your Ideal Clients need to know what you know on a deepand meaningful level. They need to know that you have loads and loads of Invest-ableOpportunities that are based on their Urgent Needs and their Compelling Desires.

The best way to do this is to have a few compelling offers that have no barriers for entry.

For example, Michael Port has been offering a free teleseminar every Monday at 12pm Easternthat helps people think bigger about who they are and what they offer the world.

It’s a Membership Club called The ThinkBIG Revolution.

But here‟s the thing…

Membership is FREE. And he invites everybody that he meets to join. I‟d like to invite you. I betyou‟ll love it. And if you don‟t, you won‟t go back. It‟s simple. You get an opportunity toparticipate in something that may add value to your life and test him out at the same time.

This kind of offer is fantastic because you don‟t have to “sell” anything. You can offer really great value to the lives of potential clients and customers at no risk to them. And then they have

the opportunity to ask you for more business help if they are so inclined. There are tons of waysthat you can set up this type of “always have something to invite people to” self -promotionstrategy. You may just need to be a little creative.

Oh, if you want to join the ThinkBIG Revolution just send a blank email to:[email protected]

What kind of compelling “always have something to invite people to” marketing strategy can youcreate? That‟s the first Book Yourself Solid self -promotion strategy I want you to consider.

In my complete coaching programs I detail some more super easy and fun self-promotion

strategies. To get the full story click here.



http://www.carolnyambura.com/coaching










I really hope you enjoyed this basic introduction to the Book Yourself Solid program.

The Book Yourself Solid products and programs are the most comprehensive, content-rich and exciting programs on getting more clients than you can handle. But don‟t take itfrom me...

“Book Yourself Solid was without a doubt one of the most powerfully helpful courses I have ever taken. And yes, you canquote that.”

Michael D. Warden, Coach, Author & Trainer, www.michaelwarden.com

If there is ever anything I can do for you, please don‟t hesitate to call on me. I wish you all thebest of everything.

-CNCarol NyamburaPhone: +254-722-338 [email protected]








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7 keys to getting more clients than you can handle

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