1. ”Attract Great Clients With Heart” - Introductory Course – With Alisoun Mackenzie Business Trainer & Coach

2. ‘Marketing is the act of communicating we have something of value to share.’ Lynn Serafinn, Author & Ethical Marketer

3. Match Your Offer To Market Demand Copyright © 2012-14 Alisoun Mackenzie

4. Step 1 - Define Your Ideal PAYING Clients Copyright © 2012-14 Alisoun Mackenzie Ideal Clients ProductPricesPromotions Words Networking Website Literature Your Time & Money If you want your business to grow and survive… Make it easy for people to buy from you & to refer business to you!

5. Step 1 - WHO Are Your Ideal PAYING Clients? Pick a Demographic OR Product/Service – Demographics - age, sex, location / size, type, (businesses) – Product/Service - type of clients, your expertise could help Characteristics – needs, wants, problems/challenges, desires, attitudes, values Buying habits – where, how (buy), when, how (often), how (much spend) WHY are these your ideal PAYING clients? ‘Unravel your multiple ideal client personality disorder?’ Lisa Cherney Copyright © 2012-14 Alisoun Mackenzie

6. Step 2 - Do Your Research Market research – how may of your ideal clients there are, relevant trends & competition etc. Research your ideal clients – questionnaires, surveys & pilot groups. Copyright © 2012-14 Alisoun Mackenzie

7. Step 3 - Create Your Irresistible Offer Product – large demand, profitable, benefits/solutions, technical, format Price – market, cost, profit, donation, 3 rd party payments etc. Place – where in market (your ideal clients) and where they’ll buy from you Promotion – ‘meet’ your ideal clients and let them know how you can help them Copyright © 2012-14 Alisoun Mackenzie

8. I [verb] WHO to WHAT (outcome) so they can BENEFIT I show proactive business owners how to grow a successful heart-centered business doing what they love - so they have more money and time to spend time with family & friends I offer women a range of handmade jewellery so they can give their friends unique and special gifts I show professional women how to enjoy more love and happiness, and attract their ideal man. Define Your Compelling ‘Elevator’ Pitch Website – Social Media – Networking Events – Business Cards - Literature Copyright © 2012-14 Alisoun Mackenzie

9. “If you are not moving closer to what you want in sales (or in life), you probably aren't doing enough asking.” Jack Canfield, Author

10. Steps 5 to 10 – Create Your Sales Funnel(s) Attract Clients Capture Details Follow Up Convert Deliver $/£ Research Ideal Clients Offer Copyright © 2012-14 Alisoun Mackenzie 6.Attract Clients – next slide 7.Capture leads – business cards / contact details / email opt-in 8.Follow up – with those you connect with/ potential JVPs - email, social media, database, phone call, send info etc. 9.Covert leads to clients – anticipate objections, define responses & ask questions 10.Deliver beyond expectations and monetise – e.g. sell other services / ask for referrals

11. 1.Building and servicing an email list 2.Working collaboratively with joint venture partners 3.Public Speaking 4.Delivering Webinars 5.Networking 6.Being Social Media Savvy 7.Strategic Fundraising (ideal clients) Step 6 - Promote Your Offer To Get More Of Your Ideal PAYING Clients It’s about being VISIBLE in front of the RIGHT people and building a list of your ideal clients So get out there!!!! Copyright © 2012-14 Alisoun Mackenzie

12. LISTEN & RESPOND - to what your ideal clients say they want to pay for and base your marketing upon this. Manage your thoughts & emotions in relation to marketing, sales, charging for your services, attending networking events etc. Focus on making a difference or solving other’s problems rather than ‘selling’ Ask yourself resourceful questions based on The 9 Principles Of Heart-Centered Success to come up with ideas and align your head, heart and actions for abundant success… Heart-Centered Approach To Marketing Copyright © 2012-14 Alisoun Mackenzie

13.  How could I make a difference to my existing clients?  How could I be of greater service to my ideal clients?  How could I adapt my products to serve more of my ideal clients?  How could I be more kind or generous in my sales process?  What do I need to learn about marketing and business to be more masterful?  What could I take more responsibility for doing / not doing?  How could I make better use of my time and money when marketing? Resourceful Heart-Centered Questions Copyright © 2012-14 Alisoun Mackenzie

14. The 10-Steps To Attracting More Clients The Authentic Heart-Centered Way… 1. Define your ideal PAYING clients 2. Research your ideal clients 3. Create an irresistible offer 4. Craft a compelling elevator pitch 5. Create your sales funnel(s) 6. Promote your product/service to your ideal PAYING clients 7. Capture contact details 8. Follow up leads 9. Convert leads into sales 10. Deliver beyond expectations and monetise Copyright © 2012-14 Alisoun Mackenzie