There are only a few components successful coaches and practitioners must incorporate into their practice to turn it into a business. At the same time, you can be “doing” these things, and still be unsuccessful unless you have the necessary techniques and ethical tactics incorporated into the components. 

Not just the “how” but “how specifically”.

In this free evening talk discover:

• The 3 Necessary Components for Building and Maintaining a 6-Figure Practice
• 7 "Tricks of the Trade" including :::
  • 4 strategies successful coaches and practitioners engage in on a regular basis to maintain their practice
  • 3 critical techniques to turn your initial consultations into results
• The Number 1 Mistake that Practitioners and Coaches make in their marketing strategy and their copy writing
  • [and it’s solution]

This from a former student :::

"Jason McClain is the real deal. His personal life story makes the stories of both Tony Robbins and Christopher Howard look like happy-go-lucky children’s books. He has been quoted as saying, 'if I can be happy and successful anyone can'.

"He built a 6-figure practice from scratch with an intangible service ::: “Personal Evolution”. Something no one wakes up in the morning and thinks they need or looks for. His success was as a result of the incredible efficacy of the system he developed by trial and error." -M.D.

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Sustainability of Change for Your Clients | Financial Sustainability for You

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Why NOT to Use "Hypnotic Sales" Techniques :::

Often I get asked to teach someone "hypnotic sales" or some variation; anchoring, state association, etc. The idea is that if you associate someone into a positive state, then anchor yourself to that for them, this will be an effective sales technique--even if it has nearly nothing to do with your offering or the functional fit between your prospective client, and their needs with your services.

There are other ideas and approaches about this, but I am going to give just that one example. They are all of that flavor.

These techniques are thought to be very powerful, and some of the most effective techniques available. Which is partly true. They may be in the very short-term sense. They are also a nightmare strategically, in the long-term sense. Not only do I advise against it, I categorically consider them unethical in most situations.

If a prospective client cannot remember how they arrived at the decision to work with you [and as a good measure, if you can not easily remind them in writing over an email] then you are going to have blowback at some point in the future.

"Buyer's remorse" does not quite cover it.

So not only do I have people agree that they will only use the tools of influence that I do teach in service of someone else's outcomes [not their own], but I also advise against and refuse to teach hypnosis or anchoring in the context of sales and influence in the Evolutionary Sales process. It is anathema to all that Evolutionary Sales is. If you are always coming from the place of using tools of influence ONLY to assist another in achieving their outcomes, it is virtually guaranteed you will be selling ethically.

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Daniel from Portugal [http://yogaportugal.com]

I am really loving [Evolutionary Sales] it has turn my world around, I am listening to them in order and I am now on ES012 so if the next 2 two question I have for you have already been answered on the show I would appreciate it if you could direct me to it.

The idea of an integrity and service-based sale is one that I even without knowing had been searching for quite some time, I am very glad I have found you.

As I said I have two questions that have been haunting me.

1. What if when talking to someone you are trying to sell to you realize that the person doesn’t need the product you are selling? You make it seem like it is always a matter of the right context and the right motivational techniques.

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One of the challenges I see so many coaches and solopreneurs struggle with is what they should charge for their services. Most do not know what they should charge. Many charge what they think they can get. Some charge whatever the next coach or practitioner charges. That is--"the going rate". Many charge what they would be willing to pay themselves. Most charge less than they are worth--while improving the lives of others dramatically.

But why? And what are the solutions to this travesty of value?

• Mistakingly thinking they are actually trading time for money, and/or that their services are a commodity. A thing to purchase
• Limiting beliefs; usually about themselves or the value they bring at their very core-and what they or their services are worth, what the prospective client would be willing to pay, or about money in general
• A lack of sales skill; they do not know how to create accurate yet inspiring value perceptions in the prospective client that make the fees irrelevant or appear minimal in comparison to what they are getting through the service.

How the heck do you determine or set your rate?

What are your services and/or your offering actually worth?

• 20% more than you feel comfortable asking for
• Whatever the market can bear: whatever you can consistently get in return for your services or product

I have never met a solopreneur or some other type of small business person, who was in their first 5 years in business, who I have not advised to raise their rates. After understanding what they do, I examined their rates, and told every single one of them to raise them about 10% to 20%. They were all dramatically undervalued and undervaluing their offering.

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There is fear around raising rates for most people. They think they will see less clients, and as a result, have trouble with their financial obligations, they fear people will not pay that rate, and ultimately they either lack confidence in themselves and their offering, or they themselves are making the mistake of confused value perceptions; they do not see the true value for themselves.

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