Getting Clients Newsletter February 2005 Welcome to GETTING CLIENTS! Each month we bring you the best information and resources we can find to help you get clients and build your ideal practice. If you are receiving this from a colleague and wish to subscribe Share this newsletter with a colleague! To listen to our Seminar of the Month click here CONTENTS Announcements New subscriber bonus available! February 2nd Free Seminar- Getting Clients From Speaking Engagements March 2nd Free Seminar-PR Strategies That Really Work How to Get Clients Full Practice Training starts March 2nd Feature Article: Getting Clients From Speaking Engagements Cool Resource of the Month Invitations ANNOUNCEMENTS 1. New Subscriber Bonus Available As they say, "variety is the spice of life!" Our new subscriber bonus is Secrets of a Successful Practice, a 20 page e-book that includes: Top Five Secrets to a Successful Practice Top Five Tips for Marketing that Gets Results Two supplementary audio programs The "Top Five Secrets to a Successful Practice" is from last month's feature article and tele-seminar, which was very well received and did a great job of giving the necessary facts of life about marketing and practice-building that all private practice professionals need to know. To download Secrets of a Successful Practice and access the audio programs, visit our Getting Clients Subscriber Bonus Page 2. February 2nd Free Seminar- Getting Clients from Speaking Engagements with special guest Eric Lofholm This seminar will cover how to use speaking engagements, either in person or over the telephone in teleclasses and conference calls, to effectively generate leads and get clients. For more information about this and future Free Practice-Building Seminars To subscribe to this newsletter and receive free seminar announcements 3. March 2nd Free Seminar- PR Strategies That Really Work with special guest Steven Van Yoder, author of Get Slightly Famous: Become a Celebrity in Your Field and Attract More Business With Less Effort Some PR strategies can pay off quickly and effectively, while others are a waste of your time and money. Join us as Steven gives you the straight talk about what really works and what doesn't to Get Slightly Famous For more information about this and future Free Practice-Building Seminars To subscribe to this newsletter and receive free seminar announcements 4. How to Get Clients Full Practice Training starts March 2nd If you do not yet have a full practice, this program is for you! You must survive before you can thrive. To survive in private practice you must master the skills and strategies for getting clients. This 8-week program includes: Weekly teleclasses, Wednesdays 3pm pacific/6pm eastern Step-by-step e-mailed assignments E-mail discussion list for support and feedback Supplemental audio recordings for missed classes, more info E-version of the “How to Get Clients Toolkit.” “I really like the way the content is organized. It seems obvious, simple and easy while being rich and deep.” “Thorough delivery and materials. It's like having a consultant to guide you through to a successful practice. I wish I had this sooner!” “This program took the mystery out of getting clients” “I have been a therapist in private practice for 30 years. I regret that I didn't know this earlier.” “It's been one of the greatest boosts my practice has ever had. The tools are practical and effective, plain and simple. I recommend this training without hesitation." “A sure fire, step-by-step marketing plan that takes the dread out of doing your own marketing.” “This program is dynamite!” Please join us! Wednesdays, March 2nd– April 20th 3:00pm pacific / 6:00pm eastern For more information visit our website Table of Contents FEATURE ARTICLE Getting Clients from Speaking Engagements by Eric Lofholm One of the fastest, easiest ways to get new clients is speaking engagements and conference calls, such as teleclasses, tele-seminars, and webcasts. In this article I will discuss several specific ideas and strategies you can immediately implement to grow your business. There are two common types of speaking engagements: paid ones and free ones. The ideas I am going to share in this article will work for both paid and free presentations. What I mean by a speaking engagement is where you have the opportunity to speak in front of 4 to 40,000 people for 5 minutes to 5 days. What I mean by a conference call is where you have the opportunity to speak to a group on a bridge line or internet to 4 to 4,000 people for 5 minutes to 2 hours. When delivering your presentation you can focus on making a specific offer or by offering a complimentary session. This article is going to focus on offering the complimentary session. Preliminary Steps: Begin by setting a goal for the number of new clients you would like to get from speaking engagements and conference calls Identify how many leads you need to generate to get your new client goal Identify how many speeches or conference calls you need to do in order to generate that many leads Create a list of people you can contact to schedule speeches or conference calls Write down a script of what you will say to the decision makers to book yourself When you speak or do a conference call you are positioned as an expert. Many of the people who are listening would like to be like you or learn from you. All you need to do during your speech or conference call is let the listeners know how they can set up a free session. The key is to clearly communicate what you would like them to do and then make it easy for them to sign up. Here is an example. Let's say I am a financial planner who wants to get new clients. I have set up a speaking engagement at the local chamber of commerce. The chamber has given me 15 minutes to speak. Strategies: I would ask the person in charge of the meeting if I can end the meeting. This way when I am done people can immediately come and speak with me. I almost always like to end the meeting. I would come to the meeting with a handout for each participant. Stapled to the back of the handout would be a registration form to sign up for a free consultation. I would give out my handout with an index card before I spoke. I would map out exactly what I would say during my 10 minutes. I would begin the talk by building rapport. I would then let everyone know that my first outcome for my talk is to share two ideas that will help them with their finances. I would then say my second outcome is to let everyone know how I can help then by creating a free, customized financial plan for them. I would now be at about the 3 minute mark. I would then share two stories that illustrate a relevant point. I would now be at the 9 minute mark. I would then raffle off a book like, Rich Dad, Poor Dad by Robert Kiyosaki. Anyone could enter the raffle by giving me their business card. If they don't have a business card they can write down their information on the index card I have given them. Lastly I would offer a free consultation. To receive the consultation they would fill out the second page of the handout I gave them at the beginning of the meeting. Here is word-for-word script to get the audience to fill out the form: "What I would like to do now is share with you how you can receive a free financial plan. How many of you would agree that having a written financial plan can help you acquire wealth by a show of hands? Do you think more than 50% of the population has a written financial plan or do you think more than 50% don't? (they will respond they don't). I am very passionate about what I do because most of the population can benefit from my service. How it works is simple. If you will go to the second page of the handout I gave you at the beginning of the meeting. You will see there is a space for you to put down your name, phone number, and contact information. By filling out this form you will receive a free consultation. During this consultation we will both have a chance to get to know each other better. After we meet for the consultation if you like working with me we can talk about setting up another meeting where I will share with you some specific ways I can help you. Take a moment and write down your name on the form. Where it asks for your phone number go ahead and jot that down. Once you have completed your form you can turn it in to me at the end of the meeting. Before we wrap up does anyone have any questions? (let them respond) I want to thank you for being a great group. Have a great day." In most cases over 30% of the audience will request a free consultation. This technique can be done over the phone on a conference call as well. The only difference is instead of the prospect filling out a form they would call you or go to your web site. Speaking engagements and conference calls are one of the best ways to grow your business. If you haven't done them before, make a decision today to schedule one in the next 30 days. Your business will never be the same. Eric Lofholm is the president of Eric Lofholm International, a sales training firm located in San Diego, California. To receive a copy of his special report, 21 Ways to Close More Sales Now, visit his website here. For information on Eric's affordable One Year Sales Mentoring Program for Private Practice Professionals click here © 2005 / All rights reserved Be sure to join us on Wednesday, February 2nd, 9:00am pacific, Noon eastern, for our free tele-seminar- Getting Clients from Speaking Engagements. Watch your e-mail inbox for a reminder with the telephone bridge # to call to participate. If you are reading this on our website or received it from a friend, and are not yet a subscriber subscribe here. It's free! Table of Contents COOL RESOURCE OF THE MONTH Free Audio Program from Eric Lofholm! In this audio program you will learn some of Eric's best sales strategies, including: Sales and marketing concepts that can help grow any business. A technique to raise your belief in yourself A strategy to increase your self motivation To access this FREE audio program click here INVITATIONS We invite you to share this newsletter with a colleague. There is a tremendous need for our services, and we need to work together. Practice development is always in need and we want to be the leaders in our field. Please contact us with ideas and resources you have found useful so we can pass them on! We invite you to get the support you need to be successful in your practice. We are available for information, training, ideas, mentor coaching, etc. We invite you to become an affiliate of BuildingYourIdealPractice.com and begin to earn extra income just by sharing our programs and products with your friends and colleagues. For more info visit our website. If you are a private practice professional who received this from a colleague, we invite you to visit our web site and contact us for information on joining us. How do you like our newsletter? Your feedback is welcome! Until next time… David Steele, MA, LMFT Founder and CEO of BuildingYourIdealPractice.com The purpose of this newsletter is to connect, support each other, inform, and build a strong community of helping professionals who want to have thriving businesses and fulfilling lives. Your submissions and feedback are welcome! If you are recieving this from a colleague and wish to subscribe Share this newsletter with a colleague! Our Mission: To provide the tools, information and support to help private practice professionals have their ideal practices in the most effective and efficient ways possible. Copyright notice: This newsletter is copyrighted and all rights are reserved. Feel free to share with others as long as our contact information and authorship is included. U.S. Library of Congress ISSN#:1530-3055 Table of Contents

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