In our last post, you learned how to use the Earth Element to serve instead of sell.
Now you're ready to understand the missing ingredient in most sales conversations.
As a master Heartseller™, you know that when the conversation ends, you're either leaving people feeling better or worse about themselves. Without this next Element, your clients will feel empty at the end of the conversation, as if there is something wrong with them.
And since we remember more about how we felt when we were with someone than about what they said, doesn't it make sense that you want to leave people feeling better than you found them? Wouldn't they be more likely to want to work with you in that case?
Would you like to know the secret to having people feel so good about themselves around you that they feel pulled to work with you?
The secret is to acknowledge your potential clients often.
In the 5 Elements, the Metal Element helps you recognize the Divine in each person you meet. It's like seeing the precious gem they are at their core that will never get scratched or marred in any way. It inspires you to see the shining diamond in everyone. When you acknowledge your potential clients, you are acknowledging the qualities of magnificence that you see in them.
Have you ever received an acknowledgment from someone that you remembered years later? Maybe you felt so seen and heard that it touched your soul and changed the way you felt about yourself.
When people learn about acknowledgment, they ask us, "What is the difference between complimenting a potential client and acknowledging them?"
Compliments are more superficial. They're about what someone does, like "You did a great job!" Or about what someone is wearing, like "Nice shirt." However, most people you meet are aching to be "seen" for who they really are. Acknowledgments are about who they are BEING or some wonderful quality you see in them.
Depending on how connected you are, you may want to start with a compliment. A compliment opens the space for a deeper connection. Once you feel that openness, you can then acknowledge your potential client.
So how does this work in Heartselling™?
When you have a Heartselling™ conversation, your potential client shares with you about her life and what she is most looking for. You feel her Heart and her intention, and you see her potential to fulfill on her dream.
As a Heartseller™, it's your job to see the amazing potential in each of your potential clients. It's a huge gift to them, especially when so many others don't take the time to REALLY see their potential!
In a Heartselling™ conversation, the Earth Element supports you to help a client discover what he is looking for, and the Metal Element inspires you to encourage him to feel how great it will be when he gets it.
Are they looking for pain relief, joy, success, love? Whatever they're looking for, it's important that you acknowledge them. You can acknowledge them for their courage for dealing with pain for this long or their willingness to step into the adventure of going after their big Vision.
When you acknowledge your potential client in this way, you're letting her know you believe in her -- and you will have people signing up right and left for your services.
The truth is, mastering the art of acknowledgment helps you become a client magnet.
When people feel so seen by you they will naturally open to you, trust you, and be drawn to working with you. They will say to themselves: "If I feel this good now, imagine how I'll feel when I am actually working with them."
We highly recommend you continue using the Metal Element after they become your clients. Keep seeing the gem in them every time you meet.
Here are some starter statements to support you in standing strongly in the Metal Element:
Metal Element Acknowledgment Statements:
"What I appreciate about you is..."
"What I see in you is..."
"I get that you are committed to..."
We challenge you to go out and acknowledge 3 people per day for the next week. The worst thing that could happen is you leave people in a better place than you found them. The best thing that could happen is that you might even get some clients out of it. Share your stories with us about how it goes using the Metal Element.
In our next post, you'll learn how to have your clients end up talking themselves into working with you if it's a good match.