Updated insider information by Chellie Campbell, author of “The Wealthy Spirit: Daily Affirmations for Financial Stress Reduction”
“If you can’t be a good example, then you’ll just have to be a terrible warning.”—Catherine Aird
The bag lady I might become is never all that far from my mind. She lurks in hidden corners, waiting to catch me unaware. Just when I think I have the money thing licked, there she is, breathing her hot, stale breath on my neck. Sometimes I think I must play poker just to invite her back for tea when she’s been away a little too long. Poker keeps me humble. I fancy myself a sharp card player and I love to play; the luck runs for me and against me at different times regardless. Maybe on my unlucky days I play more poorly. I am sure that on my unlucky days I am poorer.
With high hopes, I head for the poker club, expecting to make a few dollars and have a few laughs. And I get pounded. Nothing works. I can have the best shot at making a perfect hand, like three aces on my first three cards. Then every card after that is a brick, and against all odds, someone with a pair of deuces calls every bet I make and gets two more deuces on the last two cards. Four twos?! Then I get to experience anger and frustration and see how I am truly not kind to others after all. I am selfish, egotistical, and unlucky. It’s not fair! I am “running bad.” (This is a poker term used to describe an execrable flow of bad cards and bad luck.)
Eventually, I run out of money and temper. I drag myself back home and check in on my home office computer. Aha! A fax…from someone who has decided not to take my workshop after all and has written me a note to cancel. Perfect. The bag lady pats me on the shoulder. “There, there, dear,” she commiserates. But she smiles her secret smile that warns me I mustn’t feel too safe here in my nice office in my nice house. I howl at the moon. (Silently, so as not to wake the neighbors.)
The bag lady whispers to me all night long. In the morning, I write her this testimonial, giving her space and voice and time. She fades like a wraith in the morning sun, her mission accomplished. I have been reminded. There but for the grace of God go I. I pray and I meditate. I practice my affirmations. I revise my budget. Somewhere in the process, I recover my good humor and my love for my fellow man.
But not for the guy who got four deuces. Maybe tomorrow.
Today’s Affirmation: “I love and accept myself and my fellow man.”
I sent this article out to the people who registered online for my free teleclass “Women Don’t Ask”, and thought you might enjoy it, too.
It’s been my experience teaching women business owners how to be more profitable and happy in their businesses for the past 22 years, that women have particular issues relating to money, and a lot of it is subconscious.
One of the things that stops women financially, is that culturally, we aren’t trained to ask for money. Try saying “I love to ask for money” and see how that feels. Yucky, right? Try this one “People love to give me money!” That usually feels good! We want it, but we want it given to us – we don’t want to have to ask. But in the marketplace, we have to ask – for a raise, for a promotion, for the business from a client. And then we have to set our price and ask for that!
You see the problem.
Asking for the business was a tough one for me initially. And then I learned the secret of how to make a great phone call that resulted in business…
Nope, not every call. But lots of them! Here are my results for the last three weeks I’ve been calling people to see if they’d like to attend the last Financial Stress Reduction teleclasses of the year that begin next week. Here are my results:
My next 8-week Financial Stress Reduction teleclasses begin next week – price is now $2997 (but am offering a discount to $1997 this last class of the year). One week I made 45 phone dials, talked with 22 people, enrolled 7. Next week I made 27 dials, talked to 11, enrolled 3. This week 68 dials, talked to 24, enrolled 7. Also have 13 strong maybes, and bunches for next class in February. I know all this because I keep track of how many ships I send out on my Ships Log!
If you’d like to know more about how I do it, read the article below, and then call me up and get a free demonstration .
Have a lovely weekend!
“It’s Not Cold Calling – it’s GOLD Calling!”
That’s one of my favorite expressions. I’m going to tell you exactly why right now, and just how I’ve used the phone to sell millions of dollars of workshop enrollments over the past 20 years.
Are you now thinking “Ugh. I don’t want to be a telemarketer. I don’t want to call and bother people. I don’t want to have to do SALES!!”??
I know. You want all the advertising you do to work and just have people sign up to buy without having to talk with you. You want people to call YOU and tell you they want to buy your product or service.
In the immortal words of Dr. Phil, “So how’s that working for ya?”
That will work for a few small sales. But for the big-ticket items, they want to talk with you. They need you to coach them through the buying process!
Because marketing doesn’t close the sale.
Publishing books and e-books
You’ll definitely get some interest in your work from this – people will love your content and want more. But then, they may just wait for all the free stuff and never buy anything.
“The money is in the phone!”
ALL MY SALES HAPPEN AFTER THE MARKETING. They happen when I call them after I give a speech, a free teleclass, or meet them at a networking event.
If you skip this step, you’re not only going to leave most of your prospective clients unfulfilled and underserved, but you’ll leave buckets of cash behind you everywhere you go!
That’s a lose-lose transaction.
For several weeks now, I’ve been busy making “Gold Calls” for my next 8-week Financial Stress Reduction® teleclasses that start next week. I gave a couple of free teleclasses this summer and got hundreds of people on the calls.
But the sales of my workshop happen after that, when I call the people who were on the calls. Most people don’t do this step, just relying on the information in their free teleclasses to sell their products and services, and the series of follow-up emails they’ve been taught drive the sales. But my service is very personal, and I want to have a connection with each member of the small mastermind group that takes my class. On the “Confidence, Charisma and Cash” call, I actually taught people how to network and how to make the follow-up phone calls after that. So it seems natural to follow up the free call with a personal phone call, yes?
Most people have been surprised by my call, and happy to talk with me, which is wonderful! I’ve been delighted chatting with them and getting to know them and starting a relationship. Some people seemed suspicious, as in “is-this-a-sales-call-I-don’t-want-to-be-pressured-into-anything” and got off the phone right away. One man hung up on me (maybe it was his wife who was on my call). Eeww.
When you make calls, you don’t know what you’re going to get. You can’t take it personally – it’s not about you. You’re reaching out to help people, but you don’t know who needs you.
Some people sign up right away, and some are waiting until later…and of course, some people will never actually take my class. That’s always the way it is when you’re in business and selling your products and services. But the secret is this: if you make enough calls, enough people will buy from you, and you’ll make the money you want.
“Somebody needs your help!”
That’s the sign I put near my phone. That’s what makes it easy for me to make the calls. That’s what keeps me calling. I think of all the people who have been helped by my work, who are happier and more successful, and who send me lovely notes of thanks and blessings. Putting myself out there making calls to people is the sacrifice I make on their behalf.
If you’re in a personal service business, you’ve got to reach out to your potential clients. You can’t just rely on emails or ads or websites or other marketing. After a while all the buzz words and hookey phrases all begin to sound alike. Everyone promises the same benefits – who are you going to believe really delivers?
Here’s a note I received from one woman I called:
“I’m one of those people who listened to your teleconference and was surprised and pleased that you picked up the phone to contact me afterwards. I’ve thought a lot about our conversation since then. It still makes me smile to know that you practice the techniques that you tell people about. I can’t say that’s true about a lot of people I get solicitations from on a regular basis. Generally they send me e-mails telling me how great their training program is and how I’ll fail if I don’t participate in this program. I’m required to reach out to them if I want more information or to sign up. They never take the time to find out whether the program is even a good fit for me or something I might use in my own classes. Shame on them!
“You demonstrated what to do to get business. You took the time to talk with me and learn about what my needs are. ..so thanks for calling me and getting to know me. I appreciate that you ‘walk the walk’ and not just ‘talk the talk.’ I hope we have the chance to talk again sometime!”
I loved that!
So now I’m selling out the October classes and I am thrilled! I have some incredible dolphins coming and I can’t wait to get started working with everyone.
People may want what you have, but they need to talk to you in order to see if what you have can truly help them, to see if you’ve ever helped someone in their situation, and to feel secure about making the investment of time and money in your services. They want to know that you want to help them personally. They want to feel you care about them.
Because I made my “Gold Calls”, my next Financial Stress Reduction® teleclasses are practically sold out – and I closed every single sale on the phone.
Sure, the marketing was effective, too – many of the people who enrolled have been reading “The Wealthy Spirit”, my newsletters, blogs, etc. for years, so they know me and my work and what I stand for and believe in.
But people actually enroll in the class after they have a conversation with me.
How many people do you imagine you might have helped if you had just reached out and called them? How much better off would they have been if you had helped them? How much better off would YOU have been, if you had that many more clients?
If you don’t make the call, you’re leaving your prospect alone to make the decision of whether or not your service will help them. They are going to sit with all their objections – time, energy, money – and their fear of spending money on something that won’t work. They need you to point out the future benefits they will have after working with you that will far outweigh their objections. Who knows that better than you?
“It’s not cold calling – it’s GOLD CALLING!”
Of all the people enrolled in the next sessions of my course, EVERY SINGLE PERSON ENROLLED AFTER I CALLED THEM. Not before.
You see why I think the money is in the phone?
Are you ready to learn how to make more money and bigger sales? Are you ready to have a rich, successful business with time off to enjoy your life?
The last Financial Stress Reduction® telecourses of the year are starting this week. There are 3 different sessions:
October 22 – 8 Monday evenings from 5:00 – 7:00 pm (PT)
October 23 – 8 Tuesday afternoons from 12:00 noon – 2:00 pm (PT)
October 24 – 8 Wednesday evenings from 5:00 – 7:00 pm (PT)
I don’t have time to call everyone on my list. So if I missed calling you, and you’d like to ask a question or find out more about how my program might work for you or just get acquainted, just call me up! You can reach me at 310-476-1622.
You really don’t want to miss out on this FREE DEMONSTRATION of my technique, do you? Besides, I guarantee you’re going to talk to a person who’s delighted that you called!
If you are committed to changing your financial life for the better, and ready to do the work, this could be the opportunity you’ve been looking for. But I only work in small interactive groups, so you need to contact me immediately before all the spaces in the October sessions are gone.
I’d love to help you achieve results like these:
“Thanks to Chellie Campbell’s course, I no longer have the mindset that I am obligated to give everyone a deal! Best month EVER last month and already on track to beat that by another 50% increase in June. I’m doing the footwork and making those Gold Calls. Not so scary after all!” JuliAnn Stitick, Style Speaker and Consultant, 818-653-2101, JuliAnnStitick.com
“You changed me – for the better. Where my business used to be 90% insurance paid, now it’s 90% full-fee private clients. I doubled my income in 12 weeks! Ka-ching! My clients and family love your books.”—Phyllis Chase, M.A., M.F.T., Radio Host, 310-402-8888, phyllischase.com
“You’re one in a milliion! I have changed radically in my thinking since being in your class. The results are so evident to those who know me well, even my parsimonious husband, who has noticed my new enthusiasm for being actively financially responsible, is seeing a difference, especially in my bank account.”— Janet Cargill, 360 Image Consultant, 90-310-2148, jcargillimage.com
“Chellie Campbell is much more than a financial coach. She is a dream whisperer. Over the years in taking her courses and participating in her mastermind groups, she has been a part of opening up my life to dreams I never even knew I had. I now have a life that is even richer and more successful than when I first met her.” — Linda Northrup-Schlueter, Northrup Schlueter, A Professional Law Corporation, 818-707-2600, nsplc.com
To see the SPECIFICS of how we’re going to do this together, and to register, go here http://www.chellie.com/financial-stress-reduction-telecourse-information.html
Hurry – Right now you can save $1,000 off the price!! This 8-week course is regularly $2997, but you can get it for $1997 if you sign up now!!
Call me now at my home office 310-476-1622. I will be delighted to find out more about you and your products and services and see if this course is the right fit for your needs and concerns. I’d love to get to know you better, too!
With fondest wishes for your most fabulous success,