INVITING YOUR IDEAL CLIENTS TO A CONSULTATION · Strategy Session”, “Find Lasting Love Discovery Session”, “Permanent Weight Loss Planning Session”, “Anxiety Be Gone Strategy

Healing Made Simple

INVITING YOUR IDEAL CLIENTS TO A CONSULTATION

The Fastest Way To Get Clients

Healing Made Simple

DR. BRADLEY NELSON

• Operated a virtual practice doing distance healing

• Author of The Emotion Code • Creator of The Body Code • International speaker, healer and author

Healing Made Simple

THE FASTEST WAY TO GET CLIENTS

• Step 1: Have enrollment conversations or “consultations” with as many people as possible

• Step 2: Learn how to turn as many of those enrollment conversations into paying clients as possible

Healing Made Simple

CAN I CHARGE FOR CONSULTATIONS?

• Yes! Assign a fee for your consultations that is similar to your hourly rate

• At first, you should always waive the fee so you can give something of value

• The fee implies value

Healing Made Simple

ENROLLMENT CONVERSATIONS

• How to get enrollment conversations • Step 1. Give your Intro Session a catchy

name with a clear benefit • Step 2. Conduct marketing activities to

generate prospects • Step 3. Offer the Intro Sessions to those

prospects

Healing Made Simple

STEP 1

• Give your Intro Session a catchy name with a clear benefit

• Keep it short • Provide specific and tangible benefits • Focus on either moving towards pleasure

or moving away from pain • Add a list of powerful benefits that will

happen in your session

Healing Made Simple

SAMPLE INTRO SESSION OFFER:

• Get your complimentary 40 minute Stress Busting Strategy Session now (Valued at $137)

• In this powerful session, we will: • Uncover possible sources of stress (they may not be what you think!) • Discover your ideal vision of what you want instead • Figure out a plan to improve things quickly • You will walk away feeling rejuvenated and relaxed

Healing Made Simple

SCARCITY IS PERSUASIVE

• Limit The Availability of Your Free Sessions! • Sign up now and I will randomly pick 6 winners from all who respond • Only available to the first 3 people who request it • I normally charge $137 for this session, but I’m making it available for

free to the next 5 people only!

Healing Made Simple

STEP 2

• Conduct marketing activities to generate prospects

• Now that you have a name for your free session, it’s time to look for your ideal client Avatar

Healing Made Simple

POSSIBLE MARKETING ACTIVITIES

• Public Relations • Joint Ventures • Public Speaking • Advertising (newspapers,

magazines, online, radio, TV) • Direct Mail

• Internet Marketing • Social Media Marketing • Teleconferences/Webinars • Direct Sales • In-person Networking • Health Fair Booths

Healing Made Simple

WHEN YOU FIRST START OUT...

• You should focus on 1-2 marketing activities that are proven to work for healers

• Don’t spread yourself too thin or try too many things at once • Focus on activities you can do without a website • One of the best marketing activities when you are first starting out is in-

person networking

Healing Made Simple

BASICS OF IN-PERSON NETWORKING

• If you did a good job defining your Avatar in Video #2, you should have some idea of where your ideal client is hanging out

• Places to find prospective clients will vary depending on who your Avatar is

• To effectively do In-Person Networking, you need to go where you will find a lot of your Avatar

Healing Made Simple

PLACES TO FIND CLIENTS • If your avatar is a 22 year old young

man recovering from addiction, look here:

• Al-Anon • Narcotics Anonymous • Alcoholics Anonymous • Inpatient and Outpatient Substance

Abuse Treatment Facilities • Universities & Colleges • Drug Rehab Centers

• Behavioral Health Treatment Services Locator: https://findtreatment.samhsa.gov

• VA Hospitals • Self-Help Groups like: SMART

Recovery Groups, Cocaine Anonymous, Narcotics Anonymous

• Wilderness Therapy Programs for young adults

Healing Made Simple

PLACES TO FIND CLIENTS

• If your avatar is a 35 year old single woman who is divorced and wants to find her soulmate, you can look in these types of places:

• Speed dating events • Spas • Gyms • Yoga classes

• Relationship seminars or workshops

• Dating seminars or workshops • Singles mixers • Places of worship • MeetUp.com groups about dating

or relationships • Bars/nightclubs

Healing Made Simple

PLACES TO FIND CLIENTS • If your avatar is a 50 year old

married woman who wants to stop emotional eating, you can look in these types of places:

• Weight Watchers/Jenny Craig, etc.

• Health fairs/Wellness expos • Overeaters Anonymous • Weight Loss support groups

• Network marketing companies that offer weight loss products

• Places of worship • Weight loss/wellness seminars &

workshops • Gyms • Yoga classes • Spas

Healing Made Simple

STEP 3

• Offer the Intro Sessions to those prospective clients (prospects) • Once you have found a place where a lot of your Avatars tend to hang

out, it’s time to let them know how you can help them • We are going to focus on effective In-Person Networking techniques

that will work to get people to sign up for an Intro Session with you

Healing Made Simple

IN-PERSON NETWORKING TACTICS

• A 30-second commercial for a formal networking event

• A conversational invitation to an Intro Session

• Example of a 30-second commercial: • This can be used at a formal networking

event like BNI (Business Networking International)

Healing Made Simple

EXAMPLE: • Hi, I’m Sarah Hall, and I help divorced women mend their broken hearts.

And because I’m new to the group (or whatever reason), I’m offering a special 40-minute “Find Lasting Love” Breakthrough Session. During this session, we’re going to create a crystal clear vision of the soulmate relationship you would like to create, uncover why you haven’t been able to attract the right man, and create a next-step action plan for the one thing that you can change right now that will help you find lasting love. If you’re interested in having this special session with me, make sure I get your card, and I’ll contact you to set up your session.

Healing Made Simple

KEYS TO A SUCCESSFUL COMMERCIAL:

• Practice, practice, practice out loud! • Don’t talk too fast—make sure that the

speech is short enough for you to use your normal conversational speed

• Schedule as many sessions as possible while you’re at the event (some people won’t have their calendars, so you will have to call them)

Healing Made Simple

A CONVERSATIONAL INVITATION

• Most of the time you will meet people in an informal setting and won’t have an opportunity to deliver a 30-second commercial.

• In this case, you will be inviting people to your Intro Session during a normal conversation

Healing Made Simple

TO BE SUCCESSFUL

• You will need to create and memorize several things to make this approach successful:

• Your Conversational Hook • Your Intro Session Invitation • Your Referral Script

Healing Made Simple

YOUR CONVERSATIONAL HOOK• It’s time to take your Hook Statement that you created in Video #2 one

step further and create a Conversational Hook • The Conversational Hook Template • 1. Did you know….? • 2. I help [My Avatar] • 3. who feels [X PAIN -Insert specific problem they want to solve] • 4. So They Can… [Accomplish a Specific Result] • 5. Without [Specific convenience or pain they want to avoid]

Healing Made Simple

YOUR CONVERSATIONAL HOOK

• Now turn this into a sentence: I help [My Avatar} who feels [insert specific problem they want to solve] so they can [insert result] without [specific convenience or pain they want to avoid].

Healing Made Simple

SAMPLE CONVERSATIONAL HOOKS:

• Did you know that x% of Americans have low back pain? I help women in their 30s and 40s to eliminate back pain so they can keep up with their kids and feel young again without hurting themselves.

• Did you know that 8 out of 10 women who lose weight regain that weight within 12 months because they didn’t overcome their emotional eating? I help women in their 50s who have struggled with yo-yo diets to eliminate their emotional eating so they can keep the weight off permanently without self-sabotage.

Healing Made Simple

YOUR INTRO SESSION INVITATION

• After you say your conversational hook, most people will respond with: “Really? How do you do that?”

Healing Made Simple

HERE IS YOUR RESPONSE:• “It depends on the person. We look at what they want and the things

that are standing in the way of them having that, and we also uncover hidden emotional baggage that may be sabotaging their desired results. Then we use a form of energy work called The Emotion Code to get rid of those trapped emotions.

• Does it make sense to you that emotional baggage might be an underlying cause of [xyz problem your ideal client might have: “addictions”, “emotional eating”, “not being able to find your soulmate”, etc]?

Healing Made Simple

THEIR RESPONSE: YES

• Your Response: • The best way for me to assess whether I can help someone is to have

one of my (insert name of your “Intro Session” here) (“Stress Busting Strategy Session”, “Find Lasting Love Discovery Session”, “Permanent Weight Loss Planning Session”, “Anxiety Be Gone Strategy Session”, etc.).

Healing Made Simple

DURING THIS SESSION WE:

• (list the 3-4 benefits of your Intro Session that you have already designed), and they leave the session feeling excited about how they are going to get the results faster and easier than they ever thought possible.

• Do you know anyone who wants to (insert your ideal client’s desired result here: stop worrying all the time, improve their relationship with their husband, have a more peaceful family life, optimize their health, etc.)?

Healing Made Simple

THEIR RESPONSE: YES, I DO.

• Your Response: • You know, I offer a limited number of these (insert name of your “Intro

Sessions”) totally complimentary every month. This is something that people normally pay $137 for, but I have 2 sessions left this month and I want to get to know more people in the community, so I’d like to offer one to you. I have times available on Wednesday or Thursday—which day would be better for you?”

Healing Made Simple

YOUR REFERRAL SCRIPT• What to do if they are not interested, but they know someone else • Prospect: I know someone else who I think this would be perfect for • What’s their name? • Prospect: Mary • You know, I offer a limited number of these (insert name of your “Intro

Sessions”) totally complimentary every month. This is something that people normally pay $137 for, but I have 2 sessions left this month. I would love to offer Mary one of these sessions, which would also give me a chance to explain what I do and see if I can help her. Would you ask her if it’s okay if I call her?

Healing Made Simple

YOUR REFERRAL SCRIPT• Prospect: I guess I could do that. • You: When will you be seeing her next? • Prospect: Later today or tomorrow. • You: Okay, well, you ask her if it is okay if I call her, and I will call you

back tomorrow afternoon to see what she says and get her number, okay?

• Prospect: Okay! • Then exchange business cards and make sure you have accurate

contact information for the person you are speaking with.

Healing Made Simple

FOLLOW-UP

• If you use this script, make sure you call your prospect when you said you were going to!

Healing Made Simple

MOST COMMON PITFALLS• Don’t try to convince anybody about this. They are either open to it or

not. If you try to convince them, you might just get into an argument and get discouraged. Focus only on the people who are open to it.

• Don’t try to explain how The Emotion Code works or get into details about the process. Prospects don’t really care how it works—they care only if it will solve their problems and they get the results that they want.

• Be prepared to explain The Emotion Code ONLY if someone has questions about how this works:

Healing Made Simple

MODIFY YOUR EXPLANATION• This should be based on who your ideal client Avatar is • For Example: The technique works to identify and release trapped

emotions, which are harmful emotional energies from negative past events. We’ve found that trapped emotions may cause “xyz problem typical of your ideal client”, and they seem to prevent people from having “xyz result that your typical ideal client wants”. We’ve found that releasing trapped emotions not only helps with “xyz result”, but can also help the body to heal physically, and emotional difficulties often disappear or become much easier to deal with.

Healing Made Simple

GENERIC EXPLANATION• Explaining The Emotion Code (without a specialty) • This should only be used in response to a direct question like “Can you

tell me how this works?” • Note: We don’t recommend using this as your Elevator Speech or

Conversational Hook; however, it is useful to have a generic description of The Emotion Code.

• I do a form of energy work called The Emotion Code, where I help people to get rid of their emotional baggage. The technique works to identify and release trapped emotions, which are harmful emotional…

Healing Made Simple

GENERIC EXPLANATION• …energies from negative past events. Trapped emotions may cause

depression, anxiety and emotional self-sabotage, and they seem to block people from love and happiness and make them feel disconnected from others. And because trapped emotions are made of energy, just like the rest of the body, they may exert a harmful influence on the physical tissues, and may cause acute pain and may even contribute to the creation of diseases such as cancer. We believe that releasing trapped emotions helps the body to heal physically, and emotional difficulties often disappear or become easier to deal with.

Healing Made Simple

BRING WITH YOU EVERYWHERE YOU GO:• Business Cards – Order from Vistaprint.com • On the front of your card: List your name, Certified Emotion Code

Practitioner, company name (if applies), phone number, physical address if you are doing in-person sessions, email address, and website (if applies).

• On the back of your card: • This card entitles you to a Complimentary [Your Intro Session Title] (a

$137 value, free) • Call and schedule your session today!

Healing Made Simple

OF NOTE:

• You DO NOT need a website to do in-person networking effectively

• You only need a business card • Do not let the lack of a website stop you

Healing Made Simple

IN-PERSON NETWORKING TIPS:• Arrive early, stay late • Listen more than talk—be curious

about others, create a relationship with them, ask lots of questions, find out what their needs are

• Use your conversational hook every single time you introduce yourself

• Get as many business cards as you can. If they don’t have one, ask them to write down their name and phone number on one of yours.

• Write down any personal information that you want to remember about this person so you don’t forget.

• Keep the commitments you make. If you say you’ll send them information or call them, do it. Write down on their card what you said you will do, so you remember to do it.

Healing Made Simple

HOMEWORK

• Thoughtfully complete all the exercises in your workbook

Healing Made Simple

FOR MORE SUPPORT

• Make sure you’re getting ready for your one-on-one coaching call!

• The best time to do your call is right after you finish the last video in this series

• Remember that our Success Support Team is here to help you!

• Phone: 888.605.0239 • Email: [email protected]