Question
I did my very first public speaking gig last night- and they loved me and I loved doing it too! It’s kinda cool to be paid to talk isn’t it? I handed around feedback forms at the end which they all filled in positively and at the bottom I had a ‘please write your contact details if you would like more information or a private consultation’ section – and they all filled in their names and numbers.
My question is – what time interval is appropriate to ring them – within the next week or two? Sooner? Later?
Answer
This is a great question and the short answer is FOLLOW UP UNTIL THEY BUY OR DIE!!!
Leads get cold very quickly and the longer you leave them the less chance you have of getting these people as a client. We like to think our messages are memorable and people will remember us forever but in most cases we are gone from their memory banks within a few days. This is why newsletters, follow up activities and making the phone your friend are so important. If you don’t keep yourself in front of your prospects someone else will swoop in and pinch them from you.
So in an instance such as above – the answer is to ideally follow up the next day with a phone call. If you can’t do the phone call immediately you need to at least make email contact within two days and then a phone call a couple of days later.
In future, whenever you speak, as soon as you get the booking, schedule time in your diary for the very next day so you can do your follow up immediately.
Well done on getting out there and doing speaking engagements. This is one of the best and most powerful ways to get known and grow your business.
If you would like to know more about follow up please visit my website and read the follow up article that appeared on the Empowering Women website.
Friday, 16 May 2008
Tuesday, 13 May 2008
Release of Robert Rabbin's New Book RealTime Speaking - Which I am Featured In!
I am VERY excited because I have been featured by prominent author Robert Rabbin in his latest book called "RealTime Speaking: YOU are the Message!", which was released this month.
You can listen here to an inteview I did with Robert earlier in the year where he spends nearly an hour discussing what RealTime Speaking is and how we can use it in our lives and businesses, particularly when we are promoting ourselves as the message.
Robert Rabbin Interview
MP3 File
My chapter is titled “Dark Night of the Soul” and tells the vivid story of a decision made on the freezing cold floor of my Victorian cottage in Hepburn Springs. The decision to get up off the floor has lead to an ability to speak publicly about my passion to work positively with others who lead from the heart. The story follows what needed to occur to take me from feeling like “a total loser” after my move from the city to finding the authenticity and power to deliver messages others wanted to hear.
In August 2008 I will deliver a key note speech at the Utopia International Retreat in Noosa called “Leading from the Heart” and this win was made possible by working with Robert Rabbin and learning what it took to express my true self.
Rabbin’s book comprises 26 essays by RealTime Speaking workshop participants — Australians from all walks of life, from leadership experts to magazine editors, from corporate managers to holistic healers — who tell their profound and poignant stories of personal growth and professional success by claiming their power to speak publicly with credibility and confidence, finding deeper meaning along the way, and transforming their lives with the power of authentic self-expression.
The book is drawing excellent reviews can be purchased from Roberts’s website at http://www.realtimespeaking.com/ .
You can listen here to an inteview I did with Robert earlier in the year where he spends nearly an hour discussing what RealTime Speaking is and how we can use it in our lives and businesses, particularly when we are promoting ourselves as the message.
Robert Rabbin Interview
MP3 File
My chapter is titled “Dark Night of the Soul” and tells the vivid story of a decision made on the freezing cold floor of my Victorian cottage in Hepburn Springs. The decision to get up off the floor has lead to an ability to speak publicly about my passion to work positively with others who lead from the heart. The story follows what needed to occur to take me from feeling like “a total loser” after my move from the city to finding the authenticity and power to deliver messages others wanted to hear.
In August 2008 I will deliver a key note speech at the Utopia International Retreat in Noosa called “Leading from the Heart” and this win was made possible by working with Robert Rabbin and learning what it took to express my true self.
Rabbin’s book comprises 26 essays by RealTime Speaking workshop participants — Australians from all walks of life, from leadership experts to magazine editors, from corporate managers to holistic healers — who tell their profound and poignant stories of personal growth and professional success by claiming their power to speak publicly with credibility and confidence, finding deeper meaning along the way, and transforming their lives with the power of authentic self-expression.
The book is drawing excellent reviews can be purchased from Roberts’s website at http://www.realtimespeaking.com/ .
Thursday, 17 April 2008
Love Your Client Files
This week I completed a big load of admin and part of that process was setting up new client files. WE LOVE NEW CLIENT FILES!!
It took me back to some very valuable advice I got from my coach in the early days and that was to always treat client files with love. Of course I have taken that to its extreme but when I’m getting files set up I always finish with a great sense of accomplishment and joy which I believe contributes to the great results we get together.
Things to remember about setting up client files:
Always have a big pile of empty files ready to go. This gives the Universe the message that you are ready and waiting for clients and can handle the task.
Just before Christmas I made up a big pile of files and put them under a pretty sign that says: ”New Client Files Waiting to be Filled”. When I looked at it even I thought it was a very ambitious pile but I’m pleased to report it is empty as we speak and I’m due to print off a whole new bundle.
The Blank Files have the following:
1. A check list that I work through ticking the boxes as I set the client up in my system. (We lurve check lists)
2. A sheet I use to record their calls and their payments.
Make Your Files Special
I use coloured folders and I match the colour to the person.
* Red – Highly PassionateUsually the file that comes off the top of the pile matches the person exactly.
* Yellow – Bright and Sunny
* Green – Heart Based
* Blue – Communicators and Talkers!
* Purple – Spiritual
Needless to say they get a little label printed out on my favourite piece of office equipment and once all the tasks in the set up process are complete they go into the filing cabinet with my other files.
This might seem a little over the top to many, but I feel my filing cabinet is the receptacle of peoples dreams and aspirations and I feel they deserve to be treated in a very special & loving manner.
What is your policy on staff files?
Tuesday, 25 March 2008
The Power of Effective Follow Up
Have you ever been in the situation where you set up a course or did a mail out but didn’t get the response you desired because you didn’t follow-up?
If you aren’t going to do the follow up from a mail shot or networking event you might as well have been at the beach instead of doing the mail out or networking event. The net effect from not following up or being at the beach will be the same – no clients. There is no point slaving over these things if you aren’t going to follow up and convert at least some of the leads you get to clients.
Unsure about whether to call or email?
Wondering how to be diligent and professional with your follow-up without seeming needy or pushy?
I recommend the Call/Email/Call approach.
STEP 1: Make a follow-up phone call
Begin with a follow-up phone call. Calling is a great place to start because if you reach the person you have an immediate opportunity to reconnect. If you get their voicemail, leave a message.
Here is a sample voicemail message script:
“Hi Sue, this is Sally Jones, the Kinesiologist. We met at the Business Women’s meeting last night. You mentioned you would be interested in having a treatment with me to help you move forward with that health challenge you have been experiencing.
I’d love to schedule a consultation with you to discuss if my treatments could help you. My phone number is xx-xxxx-xxxx and the best time to reach me is xxx. I’ll also send you an email in case that is a better way for us to connect.
Sue, I really enjoyed meeting you and I look forward to speaking with you soon.”
STEP 2: Send a Follow-Up Email
Your follow-up email should communicate the same basic information as your voice mail. In addition, offer a way that he/she can stay in touch in case the person is not currently ready to schedule a session.
STEP 3: Make one more follow-up phone call
If you have not heard back from the person after one week, make one more follow-up phone call. The key points for this call are to briefly reiterate your offer and remind them why they would want to speak to you while still leaving the decision totally up to them.
For example,
“Hi Sue, this is Sally Jones. I’m calling to see if you received my voice and email messages last week. Based on our conversation at the Women’s Business meeting, I’m guessing you’ve been busy and might be hesitant to add anything else to your ‘To Do’ list.
My offer of a two for one session still stands. If you decide to schedule it, my goal would be to give you some real value so you can experience for yourself how working with a Kinesiologist can really help you find a healthy balance in your body.
Of course it is totally your decision, so if you would like to set something up please call me at xxx-xxx-xxxx or email me at xxx@xxx.com.
I hope to hear from you!"
STEP 4: Let go!
Don’t be like the fisherman who keeps thinking about the “one that got away.” If the person doesn’t respond, simply let go. Feel good about your professionalism, the actions you have taken and the value you have provided. You have planted a seed and that is never a bad thing. Keep looking forward and taking inspired action in your business. Some of the seeds you sow WILL grow in the future, you just don’t know which ones!
If you aren’t going to do the follow up from a mail shot or networking event you might as well have been at the beach instead of doing the mail out or networking event. The net effect from not following up or being at the beach will be the same – no clients. There is no point slaving over these things if you aren’t going to follow up and convert at least some of the leads you get to clients.
Unsure about whether to call or email?
Wondering how to be diligent and professional with your follow-up without seeming needy or pushy?
I recommend the Call/Email/Call approach.
STEP 1: Make a follow-up phone call
Begin with a follow-up phone call. Calling is a great place to start because if you reach the person you have an immediate opportunity to reconnect. If you get their voicemail, leave a message.
Here is a sample voicemail message script:
“Hi Sue, this is Sally Jones, the Kinesiologist. We met at the Business Women’s meeting last night. You mentioned you would be interested in having a treatment with me to help you move forward with that health challenge you have been experiencing.
I’d love to schedule a consultation with you to discuss if my treatments could help you. My phone number is xx-xxxx-xxxx and the best time to reach me is xxx. I’ll also send you an email in case that is a better way for us to connect.
Sue, I really enjoyed meeting you and I look forward to speaking with you soon.”
STEP 2: Send a Follow-Up Email
Your follow-up email should communicate the same basic information as your voice mail. In addition, offer a way that he/she can stay in touch in case the person is not currently ready to schedule a session.
STEP 3: Make one more follow-up phone call
If you have not heard back from the person after one week, make one more follow-up phone call. The key points for this call are to briefly reiterate your offer and remind them why they would want to speak to you while still leaving the decision totally up to them.
For example,
“Hi Sue, this is Sally Jones. I’m calling to see if you received my voice and email messages last week. Based on our conversation at the Women’s Business meeting, I’m guessing you’ve been busy and might be hesitant to add anything else to your ‘To Do’ list.
My offer of a two for one session still stands. If you decide to schedule it, my goal would be to give you some real value so you can experience for yourself how working with a Kinesiologist can really help you find a healthy balance in your body.
Of course it is totally your decision, so if you would like to set something up please call me at xxx-xxx-xxxx or email me at xxx@xxx.com.
I hope to hear from you!"
STEP 4: Let go!
Don’t be like the fisherman who keeps thinking about the “one that got away.” If the person doesn’t respond, simply let go. Feel good about your professionalism, the actions you have taken and the value you have provided. You have planted a seed and that is never a bad thing. Keep looking forward and taking inspired action in your business. Some of the seeds you sow WILL grow in the future, you just don’t know which ones!
Saturday, 22 March 2008
Using YouTube to Get Known
Today I am #1 on YouTube in the category of #42 - Most Viewed (Today) - Howto & Style - Australia – it’s the biggest load of rubbish I’ve ever produced but 31 people have watched it SO FAR!
This is the power of the free tools that are available
When you use tools like Blogger and YouTube alongside your own tools (I used my newsletter) they can become very powerful. I put a small note in my newsletter which gave people the option to click through and watch the video after I wrote a story on having harmonious workspaces. I'm not suggesting you all go out and madly film your office and just bung it up there - it's not about the topic it is all about the underlying story and message that gives people a reason to click. But it does show the power of the internet.
You might notice there has also been blog posts on the same topic.
Tools like Blogger, YouTube, Ning, MySpace, FaceBook are called Social Networks.
Here is a massive hint for anyone who is interested in using these free but very powerful social networks. One common message placed in many different places = gets clicks.
Social Networks work because every now and then someone who doesn't know you clicks and suddenly they DO know you. People that already know you get to know a little more about you. Eventually trust builds up and eventually they will become clients and they will refer someone who will become a client.
People image you need a lot of time to participate in all these activities. I'll be totally honest with you here - they take a bit of time to set up and get in motion but like any of your marketing activities once that train is rolling it is VERY easy to maintain.
If you aren't using or at least learning how to participate in these social networks - then you are missing out big time.
You can view my masterpiece here (I used my mobile phone to record it so the quality is pretty naff but 31 people have watched it:
This is the power of the free tools that are available
When you use tools like Blogger and YouTube alongside your own tools (I used my newsletter) they can become very powerful. I put a small note in my newsletter which gave people the option to click through and watch the video after I wrote a story on having harmonious workspaces. I'm not suggesting you all go out and madly film your office and just bung it up there - it's not about the topic it is all about the underlying story and message that gives people a reason to click. But it does show the power of the internet.
You might notice there has also been blog posts on the same topic.
Tools like Blogger, YouTube, Ning, MySpace, FaceBook are called Social Networks.
Here is a massive hint for anyone who is interested in using these free but very powerful social networks. One common message placed in many different places = gets clicks.
Social Networks work because every now and then someone who doesn't know you clicks and suddenly they DO know you. People that already know you get to know a little more about you. Eventually trust builds up and eventually they will become clients and they will refer someone who will become a client.
People image you need a lot of time to participate in all these activities. I'll be totally honest with you here - they take a bit of time to set up and get in motion but like any of your marketing activities once that train is rolling it is VERY easy to maintain.
If you aren't using or at least learning how to participate in these social networks - then you are missing out big time.
You can view my masterpiece here (I used my mobile phone to record it so the quality is pretty naff but 31 people have watched it:
Thursday, 20 March 2008
My Most Favourite Piece of Office Equipment.
My labeller is my most favourite piece of office equipment and here it is on the right with the Happy Man doing a demo of how easy it is to use.I love it because it has flowers on it - it is funky groovy colours and IT WORKS!!!
With all the technology I deal with on a daily basis it is SO good to have something cheerful that doesn't require a lot of brain work and it helps me be more effective in my work.
Everyone should have a labeller!
My labeller has revolutionised my office. All my files are properly labelled now and I can find things. I use it to label client files and the little doovers that sit on the suspension files. Every time I open the client file draw I send a whoosh of love out to those files because they make me feel good and I’m sure those clients pick up that energy.
As silly as my labelling fetish is, it will help to build my business because the better I feel about things - the more attractive I am to others. Read the post below to find out how Feng Shui can help you get your office energy effectice.
Would love you to share your most favourite office or treatment room tool - just add a comment.
Ten tips to maximising the Feng Shui of your office
This month the article in my newsletter "powerful practice-building tips" is about Getting Your Office Environment into shape.
Rachel Ross of Fifth Element Feng Shui has kindly put together a list of things to be aware of in your office environment to create a harmonious workspace. The list is a guide only because each individual space should be checked by a trained Feng Shui consultant to find the exact best results. Thanks Rachel and if you would like to check out her website - just click on this link
Ten tips to maximising the Feng Shui of your office.
1. Unseen Prosperity Energy: It is always preferable to have your office in a room or area of your building that has prosperous energy. Any one building can have up to two areas that are prosperous and contrary to popular belief, they are often located in different areas for each building. Prosperous energy zones can be located using Flying Star Feng Shui (the most powerful form of Feng Shui) and require a qualified consultant to accurately determine where these areas are. Placement of energy or ‘unseen’ influences in a building always carry the most weight and are individual for each building, so should be taken into account first for best results.
2. Furniture Arrangement: Simple furniture arrangement principles can be very useful as they help the life force energy flow better in a space. A rule of thumb is to make sure that your desk is positioned so there is a solid wall behind you when you are sitting at your desk. I see so many offices positioned facing walls. Whilst this may be a good use of space, it’s not a very supportive or inspiring arrangement. In Feng Shui, your backing or the ‘mountain’ behind you is most important as it relates to stability, harmony and support in your environment and your life. It also reflects the same arrangement principles that the Chinese consider extremely auspicious in the natural landscape. In short, a strong backing places you in a position of power.
3. See with Clarity: Ideally, the desk should be placed so that you can see the door from where you are sitting. Symbolically this can relate to openly accepting opportunities into your life and business as well as seeing things with greater with clarity. Avoid positioning the desk directly opposite the entrance. Energy can be too strong in this position and consequently it is not considered a productive of comfortable arrangement.
4. Area of accumulated energy: If your room allows, try placing your desk in the corner diagonally opposite the entrance to your office. When energy enters a room, life force energy will automatically travel and accumulate in the corner located at the furtherest point. If there is also a solid wall in this position, the energy will settle and strengthen in this location. Without backing or if the area has windows, this site will be weaker. Also, take note of how the door to your office is hinged. Does energy enter freely and easily into the space, or is the door hinged so that the first thing you see is a wall?
5. Favourable Directions: If possible, take advantage of your favourable directions. Derived from your year of birth, each individual will have a ‘Kua’ or ‘Ming Gua’ number. This number then correlates to 4 directions that can be favourable for an individual. Ideally, your favourable direction should be placed behind you when you are sitting at your desk. You can find out your favourable directions by visiting www.afsc.org.au/cal8mansionkua.
7. Symmetry. Energy will flow evenly if your office is arranged in a way that is symmetrical. Symmetry encourages order in an environment, so make sure object placement is even and balanced in a room, that pictures and wall hangings line up and that chairs and your desk are aligned in an orderly manner. It is always better Feng Shui if your environment has symmetry so avoid placing the desk according to your favourable direction if it means furniture placement is angular and inconsistent with the shape of the room.
8. Clear clutter. A cluttered office is a cluttered mind. Organise and arrange your space so that everything has a place to go and is easily accessible. Place objects, artwork and imagery around you that lifts your energy and aligns with the vision you have for your business and your greater life goals. Create a space that is clear from stagnation, mess and disorder so that is clear to accept the energy of new and exciting developments.
9. Ventilation: Make sure the room is well ventilated so that chemicals from printers, fax machines, etc can be absorbed or released. Make sure the office has access to fresh air and consider placing a few plants in your office to absorb any nasties.
10. Electromagnetic radiation: take care with placement of electrical equipment around your desk. Try to store the hard drive to your computer as far away from your seat as practical. Ensure the computer screen is as a safe distance and avoid placing major equipment like printers, faxes, etc close to where you are seated. Ensure that the electrical meter for your building is not located on the other side of the wall to where you are sitting as this can be very harmful to your health. (For more information on ventilation and electromagnetic radiation, consult a Building Biologist or visit www.aces.edu.au).
Source: Rachel Ross of Fifth Element Feng Shui
Rachel Ross of Fifth Element Feng Shui has kindly put together a list of things to be aware of in your office environment to create a harmonious workspace. The list is a guide only because each individual space should be checked by a trained Feng Shui consultant to find the exact best results. Thanks Rachel and if you would like to check out her website - just click on this link
Ten tips to maximising the Feng Shui of your office.
1. Unseen Prosperity Energy: It is always preferable to have your office in a room or area of your building that has prosperous energy. Any one building can have up to two areas that are prosperous and contrary to popular belief, they are often located in different areas for each building. Prosperous energy zones can be located using Flying Star Feng Shui (the most powerful form of Feng Shui) and require a qualified consultant to accurately determine where these areas are. Placement of energy or ‘unseen’ influences in a building always carry the most weight and are individual for each building, so should be taken into account first for best results.
2. Furniture Arrangement: Simple furniture arrangement principles can be very useful as they help the life force energy flow better in a space. A rule of thumb is to make sure that your desk is positioned so there is a solid wall behind you when you are sitting at your desk. I see so many offices positioned facing walls. Whilst this may be a good use of space, it’s not a very supportive or inspiring arrangement. In Feng Shui, your backing or the ‘mountain’ behind you is most important as it relates to stability, harmony and support in your environment and your life. It also reflects the same arrangement principles that the Chinese consider extremely auspicious in the natural landscape. In short, a strong backing places you in a position of power.
3. See with Clarity: Ideally, the desk should be placed so that you can see the door from where you are sitting. Symbolically this can relate to openly accepting opportunities into your life and business as well as seeing things with greater with clarity. Avoid positioning the desk directly opposite the entrance. Energy can be too strong in this position and consequently it is not considered a productive of comfortable arrangement.
4. Area of accumulated energy: If your room allows, try placing your desk in the corner diagonally opposite the entrance to your office. When energy enters a room, life force energy will automatically travel and accumulate in the corner located at the furtherest point. If there is also a solid wall in this position, the energy will settle and strengthen in this location. Without backing or if the area has windows, this site will be weaker. Also, take note of how the door to your office is hinged. Does energy enter freely and easily into the space, or is the door hinged so that the first thing you see is a wall?
5. Favourable Directions: If possible, take advantage of your favourable directions. Derived from your year of birth, each individual will have a ‘Kua’ or ‘Ming Gua’ number. This number then correlates to 4 directions that can be favourable for an individual. Ideally, your favourable direction should be placed behind you when you are sitting at your desk. You can find out your favourable directions by visiting www.afsc.org.au/cal8mansionkua.
7. Symmetry. Energy will flow evenly if your office is arranged in a way that is symmetrical. Symmetry encourages order in an environment, so make sure object placement is even and balanced in a room, that pictures and wall hangings line up and that chairs and your desk are aligned in an orderly manner. It is always better Feng Shui if your environment has symmetry so avoid placing the desk according to your favourable direction if it means furniture placement is angular and inconsistent with the shape of the room.
8. Clear clutter. A cluttered office is a cluttered mind. Organise and arrange your space so that everything has a place to go and is easily accessible. Place objects, artwork and imagery around you that lifts your energy and aligns with the vision you have for your business and your greater life goals. Create a space that is clear from stagnation, mess and disorder so that is clear to accept the energy of new and exciting developments.
9. Ventilation: Make sure the room is well ventilated so that chemicals from printers, fax machines, etc can be absorbed or released. Make sure the office has access to fresh air and consider placing a few plants in your office to absorb any nasties.
10. Electromagnetic radiation: take care with placement of electrical equipment around your desk. Try to store the hard drive to your computer as far away from your seat as practical. Ensure the computer screen is as a safe distance and avoid placing major equipment like printers, faxes, etc close to where you are seated. Ensure that the electrical meter for your building is not located on the other side of the wall to where you are sitting as this can be very harmful to your health. (For more information on ventilation and electromagnetic radiation, consult a Building Biologist or visit www.aces.edu.au).
Source: Rachel Ross of Fifth Element Feng Shui
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