Ask Marilyn

Answering YOUR Burning Marketing and Business Development
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October 15th, 2009

As entrepreneurs, we are encouraged to build our marketing approach around being of service, contributing value and even giving free tastes of our offerings.

But how much is too much?

My assertion is that you can never share too much insight, too many ideas or too much information so long as 2 variables are honored and protected...

1. Your proprietary processes (this refers to the actual delivery of massage, psychic reading, body work etc. as well any excercises or programs you have designed or licensed.)

and

2. Your time

There are several stages of the marketing process and in the very beginning, we do rely on a bit of mystery to compel individuals to declare their interest and give us permission to market to them. For example, if you have a free e-book or audio program to give away, I recommend offering a teaser and requiring your visitor or prospect to provide his or her contact information before handing over the resource.

Through the resources you provide, (and subsequent opportunities such as events and consultations), there is a way to share freely AND ensure that prospects are compelled to invest in your services. For example, by offering a tip-a-day e-course for 30 days, you leave room for being the one to pull all of these motivating ideas together into a customized plan. On the other hand, by offering a broad, well organized overview of wellness, psychic development or personal growth, you leave room to be the one who will break those concepts down, apply them to your future client's life and support them in achieving their personal goals. The right prospect will be inspired by what you have shared but simultaneously clear that they need your hands-on support, accountability and/or structure to make the changes they are seeking.

These rules apply to existing clients as well. I know practitioners who consistently run long at sessions wanting to answer all of their client's questions and ensure they are completely satisfied. Again, I am all for being a generous resource, but remember to have clear boundaries around your time as well as a defined work process and/or ladder of offerings. You may need to help your client contain all that is happening to them and remain focused. Or, his or her heightened interest and enthusiasm might indicate a readiness to graduate from session work to group or private programs. What we don't want is for you to overextend yourself and miss a mutual opportunity at the same time!

In order to protect your time and proprietary processes, you may want to begin by distilling your knowledge into some core concepts that can be delivered strategically. Or it may be time to restructure your offerings so there is a next step for those who are outgrowing their current investment. With this clarity of content and a defined process for your work, you will be able give powerfully and freely; effectively helping others while allowing your business to grow.

Happy Marketing!

Best,

Marilyn

Marilyn O'Leary
The Business Healer
www.HolisticBusinessDevelopment.com

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