Friday, June 27, 2008

Christian Mickelsen: Get a Flood of New Clients to Hire You—This Month!

If you want to get more clients sooner rather than later, you’re going to love these proven strategies for getting a lot of clients, very quickly. They work especially well if you’ve been in business for 6 months or longer, because all of your normal marketing has been laying the foundation for this surge of new clients and new revenue.

Christian Mickelsen shows you how to find “low-hanging fruit” that you didn’t realize was waiting to be “plucked:” clients who are ready to hire you. They can start getting your help and you can start earning more money.

Here’s what we’re going to cover in this content-packed special presentation:

• The #1 BIG marketing mistake most people don’t even realize they’re making—and the fast fix that will turn this around immediately. You’ll start getting new clients from this within the next 30 days—maybe even in the next 7 days!

• The three-step formula that gets potential clients to lining up to talk to you. If you have a prospect database of more than 2,000 potential clients, you’ll want to use this strategy with caution: the response might be too overwhelming for you to handle.

• How to talk to potential clients so that they will want to hire you—right on the spot—through a process called “Free Sessions That Sell.” This doubles or triples your enrollment rate and creates dramatic value for your potential clients at the same time.

• The “magic” phrases that make potential clients feel safe while moving them closer to the sale. This eliminates pressure from the sales process.

We’ll do a demonstration of the client enrollment process so that you can get the “magic phrases” into your bones and start using this process with potential new clients right away.

You’ll leave with a new marketing piece that you can use via email, at networking events, or at your presentations to create rushes of potential clients on demand any time you want.

About the Speaker

Robert Middleton describes Christian Mickelsen as his “secret weapon.” Christian is the author of How To Quickly Get Started In Professional Coaching: The Surprising Truth About What It Really Takes! and the audio programs “Free Your Time, Free Your Life,” “Sales Surge: the Fast Way to Balloon Your Commissions and Put More Spending Money in Your Wallet,” and “Free Sessions that Sell: the Client Enrollment System.”

He has extensive experience as a small business coach and as a life coach, and is the founder of Small Biz U, an online business training program with business owner students all around the world. He has been seen in Forbes, MSN, Yahoo Finance, and the Boston Globe.

Gerald Sindell: Value—The Worth of Everything, Including You

Friday, May 23, 2008

Oscar Wilde

Do you know what you’re really worth? Can you explain your true value to your clients?

During an economic downturn, it’s more important than ever to avoid the commodity trap and differentiate yourself from the competition. Instead of cutting your prices to accommodate tight budgets or compete with offshore service providers, you need to show existing and new clients that you can give them something they can’t get anywhere else at any price.

In February 2007, Gerald Sindell’s “Differentiation Forward” presentation taught BACN members to sharpen the individuality of their offerings immediately and for the long term. This year he’s sharing his Map of Value, which gives us a radical new way to understand pricing, and shows us how to take the lid off of our earnings potential.

In this session you will learn:

• The path to the most valuable possible differentiation you can create for yourself and your business.

• A complete new pricing model for yourself, and for your clients.

• How to take the lid off your earnings potential.

Note: this session will be recorded on video.

About the Speaker

Gerald Sindell’s clients include many of the world’s leading consultants, CEOs, and consulting organizations. His latest book, The Endleofon: How to Think Like a Genius, will be published this winter by New World Library. His next book, Value: The Worth of Everything, Including You, presents a new taxonomy of worth. His company, Thought Leaders Intl., has been developing intellectual property and guiding the publishing process for thought leaders in many fields for more than twenty years.

Friday, April 25, 2008

Tom Ucko: Enhance Your Consulting Performance with Emotional Intelligence

“Success in business today is 15% technology and 85% Emotional Intelligence.”

Tom Peters

Your Emotional Intelligence (EQ) determines your professional and personal success. Consultants with high EQ are more effective in the sales process—better able to connect with prospects and to “read” their prospect’s emotional state. During the consulting engagement itself, consultants with well-developed EQ are more aware of their own thoughts, feelings, and biases, and can make mindful choices that best serve their clients’ needs.

Yet many consultants may not have a complete understanding of what EQ is, its value to themselves or their clients, and how it can be developed. This interactive session—which makes extensive use of individual exercises and both small and large group discussions—begins with an overview of the business case for EQ: the relationship between EQ and performance. Assess your own EQ competencies, explore applications for yourself and your clients, and identify some basic steps to develop your own EQ. You will also learn about the first scientifically validated measure of emotional intelligence.

In this interactive session, you will learn:

• What EQ is, and how it can enhance your own and your clients’ performance

• Which EQ skills are most critical to your consulting practice

• Specific steps you can take to increase your EQ

• Which EQ assessments are available and the qualifications necessary to use each one.

About the Speaker

Tom Ucko, author of Selecting and Working with Consultants: A Guide for Clients, combines tough-minded business sense with psychological savvy. For the past 20 years he has coached dozens of senior executives and their teams in a wide range of organizations, from startups to global enterprises, in industries ranging from biotech to financial services to healthcare. In his work with executives and teams he makes extensive use of emotional intelligence assessments and practices. Tom is particularly effective with conflict, and in “messy,” emotionally charged, or ambiguous situations.

Visit the Ucko Affiliates website for more information.

Resources from Tom's Presentation

• Slides in PDF format
• EQ Self-Assessment
• EQ Strategies (developed by groups during the program)
• Resource List
• Paula Hansen's Illustration

Friday, March 28, 2008

John I. Todor, PhD:
Turning Social Media into a Competitive Business Asset

Sites mentioned in this presentation are on our Web 2.0 Page.

Businesses without a visible and credible Social Media Presence are losing influence with customers. A web site is not enough!

Social media, also called Web 2.0, is rapidly becoming a major determinant of what customers value, what they buy and who they buy from. Social media enables dynamic and instantaneous conversation.

Consumers now seek companies out and vet them based on their social media presence. Taking part in the conversation expands your perceived value far beyond price and convenience. And, with nurturing, customers come to value their relationship with you not just for what it can do for them today, but for the way it can help them adapt and thrive in the future.

John I. Todor shows you how to join the social media conversation and turn free Web 2.0 tools like LinkedIn into competitive business assets. This presentation is for consultants, entrepreneurs and business leaders who want a proactive way to thrive in a Web 2.0 World.

You will learn two interrelated strategies:

1. Create a Networked Brain Trust that:

   • Uses Web 2.0 tools to turn information into to insights and opportunities.

   • Creates a network of “colleagues” who openly share expertise and create business opportunities.

   • Overcomes information overload and enables you to function at the speed of business today.

2. Nurture Profitable and Ongoing Relationships with customers by:

   • Increasing your visibility as a credible and trustworthy business partner.

   • Engaging customers so they seek value, not price and convenience.

   • Building customer equity—the desire in customers for an ongoing and mutually profitable real-world relationship.

About the Speaker

John I. Todor, PhD, managing partner of The Whetstone Edge, LLC, advises clients on how to use social media to create relationships with customers that have real-world benefits to all parties. He walks the talk in social media with active involvement in blogs, webinars, podcasts, white papers, e-newsletters, social networks, online communities and online videos.

As a business strategy consultant, John combines academic expertise in psychology with over 20 years of business experience. He is the author of two books on customer behavior and writes articles for publications like Customer Management Magazine, Smart Business and 1 to1 Magazine.

Friday, February 22, 2008

Patricia Coate: Boosting Credibility in You, Inc.

How to Become the “Go-To Expert” and Take Your Business to New Heights

If any of these business challenges sound familiar, it’s time to add to your 2008 marketing efforts some of the well proven, but often shunned, marketing tools known as “thoughtleading tactics.” It’s time, for example, to start getting published articles in key journals. It’s time to start seriously thinking about a book proposal. It’s time to start offering seminars and workshops to spread your genius. And it’s definitely time to start getting keynote and other speaking engagements in front of targeted audiences.

If all of this sounds too daunting, you’ll be surprised how easy it is to get started once you have the right mindset, tools and game plan.

Let Patricia Coate show you how to use thoughtleading marketing tactics to increase one’s visibility and credibility in the marketplace. Using an interactive exercise, she’ll also share with the audience how any expert can get articles published in strategic journals—the first step to becoming a thoughtleader.

In this session, you will learn

• Whether you are ready to become a thoughtleader or “go-to expert.”

• What it takes to become a thoughtleader.

• How thoughtleading tactics build brand and business.

• How to get started.

About the Speaker

Patricia Coate joined emerson consulting group in 2005 as the next logical step in her successful career as a business communications and public relations strategist, publicist, writer and editor. As managing director of its West Coast operation, Patricia uses her broad experience and vast network of editors, journalists and publishers to increase the visibility and credibility of her clients using thoughtleading techniques, such as published articles, books, e-zines, blogs, and through workshops and speaking engagements.

Prior to joining emerson group, she was editor of the Handbook of Business Strategy, an annual showcase of 50 comprehensive articles on winning business concepts. Earlier in her career, she was a corporate communications executive for financial giants including Citigroup, J.P. Morgan/Chase and HSBC and spent several years as a communication and media consultant to leading organizations in a variety of industries.

Angela Wallace gave a showcase about organizing. Download her Time Management Tips handout or listen to the MP3 recording.

January 25, 2008

Chance Massaro: Memory-Back Guarantee

Use Your Clients’ Strengths to Improve Your Effectiveness as a Consultant

Notice WHAT your clients remember and you’ll learn HOW they remember. If you can discover how your client has learned and changed in the past, you can establish a foundation for continued success in the present—and in the future.

With Memory Back Guarantee, you can help clients identify their strong suits and use them to be more productive. Instead of focusing on your client’s pain, ask what’s working and why. This line of inquiry will lead your client into a feeling of confidence and security. This is the most resourceful state a human can be in to receive new information.

Now add to that the four behaviors which seem to make learning and remembering and acting on what’s important happen: prepare, use your senses, make conscious, personal associations (connections between what we want to remember with what we already know) and use, use, use.

As a result of participating in Chance Massaro’s Memory Back Guarantee

• You will be able to listen in a new way: for strengths and useful learning modalities

• You will be able to reflect strengths back to your client in a way she can hear; show the client how her brain works (absorbs, relates, directs information) best.

• You and your clients will be able to use their strengths to accelerate the rate at which they learn from you and change behavior for the better.

• You will be twice as effective in all your services through increasing your clients’ focus.

About the Speaker

Chance began to give Memory Back Guarantee classes in February 2006 and now delivers ongoing dynamic seminars to 10 senior living facilities and 3 senior centers. He has been on radio and television many times. Hundreds of participants are daily proving that people can reverse the aging process through natural and innate talents we all have. Memory Back Guarantee shows how.

Listen to a recording of Chance's presentation. (MP3, 23.2 MB, 51 minutes. Ends abruptly due to low battery on recorder.)

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