Help! I would have no retained clients if I didn't rollover hours!

http://administrativeconsultantsassoc.com/classes/2011/102511.html

I'm holding a class on Consultations that Convert! on October 25 & 26, 2011. One participant writes:

"My consults seem to go great, but they are not resulting in actually getting the client. I struggle with actually asking for their business. I leave them to think about it, no pressure. I would like to learn how to effectively ask for business and how to fill my practice with more monthly paying clients rather than hourly. This has been a long-running isue in my business. Making this type of transition has been very difficult for me. It's been a struggle to find clients who are willing to pay my rates. I have several clients who prefer my model of hourly rates in which unused hours rollover. If I didn't offer this, I would like have no clients. The rollover model has been most appealing to clients, but I have to continue to seek out new clients just to make my expenses each month."

There are two things going on here:

1. You are telling yourself a self-fulfilling prophesy--that you would have no clients if you didn't rollover hours. But the problem isn't that clients wouldn't retain you if you didn't rollover hours--the problem is in how you framing your fees in your conversation with them. I can just about guarantee that the way you are talking about fees, you are selling hours to clients instead of the value and results you will bring to your client's business. We need to change your message and how and when you are talking about fees and that's going to change the game for you entirely.

2. The other thing that's going on, as you recognize, is how you are following up (or not, as the case may be). We are going to delve deep into this during the class. There are definitely specific steps you should be taking upon conclusion of your consultations and we're going to cover those in class. You may be surprised to know that there are also certain things you need to be doing before a client ever contacts you that will definitely affect your success in following up and getting the client's business.

If you struggle with similar issues in your business, I invite you to join us for my Consultations that Convert class on October 25 & 25. It's gonna be a lot of fun AND most importantly, you're going to learn LARGE. Love to have you there!

~ Danielle Keister

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