More than 95% of entrepreneurs that we meet are missing one Element in their Heartselling™ conversations and are leaving thousands of dollars on the table.
This one Element is the Wood Element where you give your potential clients a choice (and increase your chances of getting new clients and doubling your income).
Why? They feel uncomfortable asking potential clients to boldly MAKE A CHOICE because they are afraid of hearing the word NO. So they shyly hand out their business card and hope the potential client calls them for a session.
What is the Wood Element about?
Think about an acorn. Housed inside of it is the plan to grow into an oak tree. It has to burst from its shell and grow around all the rocks and roots before it finally breaks the surface of the ground. Then there are huge trees surrounding it. However, it is going to grow towards the light no matter what. This "no-matter-what" decision is what enables it to thrive.
This drive and commitment is the power of the Wood Element. And it calls forth boldness to take a stand for other people's lives, giving them a choice that can lead them to making "no-matter-what" decisions for themselves.
In the Heartselling™ system the Wood Element instructs you to "Give Them a Choice."
Giving your potential clients a choice may feel uncomfortable at first. However, eventually it gets easier and will become second nature.
What does it mean to "Give Them a Choice?"
First, it doesn't mean handing out your business card and saying "Call me if you would like a session." This is not giving someone a choice. Instead, we invite you to ask a bold question, such as, "Can we follow up on Tuesday about our conversation today?" or "Would you like to get started?" Your potential client gets to say Yes or No.
Remember that giving them a choice doesn't always mean a choice to sign up right now. Until you've connected, served, acknowledged, and gotten curious with them, they are probably not ready to be your client.
Heartselling™ conversations take time, and if you only have 5 or 10 minutes, it's usually not enough time to ask them to be your client. In that case, give them a choice by inviting them to talk with you at a future date and time.
For example, you might say, "I would love to follow up with you by phone since we need to get back to our seats now. Do you have a business card?"
Then ask, "Would Tuesday of next week be a good time to connect further?"
Be sure to take it one step further (if Tuesday does work) by asking, "What time would work best for you on Tuesday?"
Unless you get a specific time, you could play phone tag for weeks. By the time you reach each other, two weeks may have gone by and she barely remembers the conversation she had with you.
Because when you don't ask, the answer is always No. When you do ask, you give people the opportunity to say Yes to what their heart is calling them to say Yes to.
Remember that when you first get to know someone, it isn't wise to try to "close the sale." The key is to use the Fire, Earth, Metal and Water Elements first to make sure that they're leaning in, excited, and open to their highest commitment before you step into the Wood Element and boldly give them a choice to sign up for your services.
Here are some questions to get you started with giving your potential clients a choice.
Wood Element Questions:
- "Would you like to sign up for the program?"
- "Would you like to schedule a session?"
- "Would you like to get started?"
- "Can I follow up with you in a few days?"
Because most entrepreneurs don't give their potential clients a choice and instead wait for their phone to ring, simply giving your potential clients a choice to follow up or giving them a choice to start working with you can double your income in a very short period of time.
Share your stories with us about using these "Wood Element" questions with us on our Facebook page.