ATTN: Coaches, Consultants and Speakers…
Can You Build a 6 Figure Business with Only a Business Card?
YES! If you have a system…
“What do you mean you won’t sell me a website?” he asked in shock.
“You don’t need a website yet,” I replied.
“What you need is a 6 Figure Business Card that automatically puts hot, qualified leads on your calendar…
And when you fill up your client roster, THEN we’ll talk about building you a website.”
As my mentor told me and told me…
Don’t waste time building a website!
Get out there and meet people, help them, make some good money…THEN hire an expert to build you a website!
So let me ask you…
How would you like an automatic client booking system that doesn’t even require a website?
How would you as a Speaker, Coach or Consultant like to close 40-60% of the room when you speak to your email list?
How would you love to see an incentivized referrals so hot that your current customers are demanding their friends come see you too?
I’ll show the 5 Keys to the 6 Figure Business Card System right now…
KEYS To 6 Figure Business Card
1 • The Trust
2 • The Pain
3 • The Offer
4 • The Value
5 • The Incentive
KEY 1: THE TRUST
Everyone knows that your prospect has to Like, Know and Trust you before they will become a client…
So I asked myself, could a business card get your prospect liking and trusting you from the very beginning?
Yes! If you throw a little psychology at it.
You see, The 6 Figure Business Card is a finely tuned marketing tool and every part of this seemingly simple card and the automated system behind it leads to Your Ideal Client landing automatically on your calendar. It’s all built in!
And it starts with a simple psychological principle,
The eyes are the windows to the soul…
Most people, if they even put their face on their card, make it so small that you can barely recognize them, let alone see their eyes…
But the eyes are the windows to the soul and if they can look into your eyes, they feel like they know you…even if it is on a business card!
Take a look at my card:
(This is the same layout that I use with my clients too)
My image is on the card for 2 reasons:
- People remember faces, not business names!
What they shake your hand and you talk, your face is the only way they are going to find you in a mountain of business cards.
- People do not trust you if they cannot see your eyes.
My image isn’t large because I like looking at myself or have a big ego. It’s so you can see my eyes and know that I care about YOU!
NOTICE: My name is right next to my eyes to draw attention to them and to associate the warm feeling with my name!
The front needs to be glossy so that you look like you are an authority figure who just stepped out of a magazine. The use of white space the font mimics high end magazines for a reason 😉
Right under your name is your tagline, product name, or snazzy title.
Let's Focus Your BRAND and TAGLINE
I’m assuming here that you have already built out your brand, tagline.
If not, its okay! It takes time and talking to people is how you find it!
Branding is also something that I help my clients crystalize before we touch any of their marketing.
Your message must be consistent across your marketing, so take a minute here and ask your current clients:
- When you tell people about me, what title do YOU give me?
- What do you tell them that you love most about working with me?
- What pain were you in before I started working with you?
Now for me this was a real eye opener.
I kept telling everyone I was a ‘Sales Funnel Specialist.’
Which I am, but that’s not how my clients talked about me!
You know what 3 of my clients said to me in a week?
- Liz, you always talk me down off the ledge and get me focused and moving forward again.
- You’ve brought my message into focus and helped me getting it out to help more people.
- I was really burned by the person I worked with before and I felt like a victim. You empowered me every step of the way.
- You helped me take charge of my own business and I started profiting fast.
They tell their friends that I am their ‘Marketing Angel’ and that they have to talk to me before they do another thing with their website or marketing.
It blew me away. Here I thought I was just another marketer.
And it's why I’m speaking with you today.
Too many good people have been taken by web designers and marketers who said that they would build their site or their funnel without any understanding of the speaker, coach, consultant demographics, selling cycles and needs and I’m tired of it.
You and I are here to change the world.
That’s why we are speakers, coaches and consultants.
Our message is too important to get eaten up by sharks!
We need a proven marketing system to help us get our message out to our ideal clients without high overhead or technology that we cannot tweak when needed.
I’m sorry if I’m on my soapbox, but I’m passionate about how marketing pulls tribes together and changes the world!
And talking to my clients to find out what made me special to them not only focused my marketing message, it also got me fired up enough to get out there and DO IT even when it wasn’t easy!
That’s what I want for you 🙂
So ask your 2-3 most loyal clients those questions.
If you don’t already have your brand and tagline solid, this will help.
Now, I’m not quite yet ready to put ‘Your Marketing Angel’ under my name. Lol
So, I put my rally cry here instead. This is what crystallized after talking to my clients about their stories…they all needed the 6 Figure Business card so they could Build in Profit!
You can use either your rally cry or your client’s name for you.
What is key is that it ignites passion and makes the person reading it say, Tell me more!
KEY 2: THE PAIN
My client is graciously allowing me to show her card because she is a an intuitive coach and for coaches, you need everything that is on her card…
The back must be matte so that people can take notes.
This pain piece comes in as a coaching and a marketing tool.
As a coach, we want you to write down your goals and keep them in front of you to keep you focused and to help manifest them faster.
Terrie removes blocks for people. She wants them to crystalize what their major block is so they can see it when it may have been hiding before.
You know what else it does?
It pokes your pain and asks you what you are going to do about it!
And what’s offered on the card?
A solution to fix that pain and make your goal happen.
And when her clients carry this block around in their wallet and finally get tired of not being able to take care of it quickly on on their own, who are they going to call?
The expert who identified your pain and gave you a clear, simple path to solve it of course!
Most people, including me, move faster away from pain.
That means that if you do not make your prospect aware that they are in pain, they likely will not get moving to solve it,
So it’s your job to make sure they know they have a problem.
Psychologically, most people feel that if you can describe the problem, you can solve it, so nailing the pain also positions you as an expert and their likely solution.
This is where you pull out your notes from your clients and see what their biggest pain it is that you solved for them.
What is it that your clients are always saying that you save them from?
“OMG! I’m so glad you came along, before you I was lost!”
Make a list of their pains they are always saying they are glad you helped them with.
Then ask yourself, what can I do, related to solving that pain in a 20min session?
And remember, diagnosing the pain is valuable too!
We’re going to punch the pain in the Why Now? section.
They are now going to write down, by their own hand the problem they are having and it is going to stare them in the face!
Terrie helps people remove blocks, so hers says,
“Why Now? My Biggest Block is…”
They need to know that they are in pain now and are ready to take action NOW, so they need to write down WHY they want to get help now.
My “Why Now?” is a little different since I help make businesses more profitable
I require you to write down your goal for your business by a chosen date…just like you would for goal setting or vision boarding.
And then, you write down where you are now.
The gap between those numbers is the pain that I help you fix.
KEY 3: THE OFFER
The solution to the pain is the Offer you put on your card.
Since I work with entrepreneurs who close clients on the phone, we want the solution to be a ‘Strategy Session.’
However, the words ‘Strategy Session’ have been so overused they’ve lost their perceived value, so now we replace ‘Strategy’ with the solution to their pain.
You’ll see this referred to in marketing as the ‘Irresistible Offer.’
And you’ll usually see it used at the end of a presentation or webinar, but…
I incorporate that Irresistible Offer right on your front line marketing…your business card!
What you call your session is specific to your brand.
Terrie helps remove blocks to success, health and happiness, so hers is a ‘Critical Block Session.
Another client of mine has a ‘Success Upgrade Session.’
Another has an ‘Integrated Health Session’ because he’s a wellness coach.
Are you an organization expert? ‘Take Back Your Time’ Session
Are you a business consultant? ‘Get Working ON Your Business’ Session
Are you a parenting consultant? ‘Get Your Kids to Listen’ Session
Why is it a 20 minute consultation?
I’m assuming that you are an expert at what you do or you would not have found me.
In 20 minutes, you can diagnose a problem and its solution.
What you cannot do in 20 minutes is fix their pain for them!
The problem we have as experts is that the pain and its solution just stand out so obvious to us. And for us the solution is simple… but executing the solution is NOT simple and cannot be done in a single session.
That’s why you are having the consultation. To see if your solution to their problem is a good fit for both of you. And then you make an offer and move forward together.
If you have a 60 minute session, you will be tempted to fix the solution on the spot – which you cannot do – but you will give the impression you can, and this is why you are not getting more clients.
My session is 60 minutes because I’m a good girl and spend 20 minutes diagnosing the problem, 10 minutes creating a plan and 30 minutes offering to help you execute the plan – if it’s a good fit for both of us.
Your session needs to be no longer than it takes to diagnose the problem, create a plan and offer the next step together.
And you need a proven process for the consultative session. If you do not have a proven process for the conversation, you will start fixing instead of offering the solution. That’s why I stick to my process and make sure that my client’s have it customized to their business too.
Which brings us to a crucial piece that most miss…
KEY 4: THE VALUE
You MUST put a dollar value to the session.
They will not know the value of the gift unless you tell them.
They will not value the gift and take action on it unless they know what it is worth in real numbers.
How much do you charge for 60 minutes of your time?
Divide by 3 and you have the value of this 20 minute session. Simple.
If you leave this off, YOU WILL NOT FILL YOUR CALENDAR.
The people who have the money to pay you know that their time is valuable.
They want to know that your time is valuable, that YOU value your time.
That’s who they want to work with.
If you skip this piece you are hamstringing your business.
I cannot stress this enough. Every client who has fought me on this has come back crying weeks later with no clients and then had to wait, wasting time and money, to get their cards reprinted.
Think about how much your time is worth and how much your clients time is worth and make sure you are setting up the expectation of the value up front.
And yes, the value will go up over time as your calendar fills up and your clients are seeing more and more success and are paying you more :
KEY 5: THE INCENTIVE
Make Referrals a Win Win!
I bet you a bottle of champagne that you are not asking for referrals effectively. Almost no one does.
What if you could empower your hot clients to give you referrals and hound their friends to call you!
This one little line at the bottom does that…Referred by:
The person receiving the card thinks the name is on there so that you can place whose friend they are. And it is, but…
You and the friend know that for every referral that shows up to their 20 minute session, they will get a 20 minute session of their own…
or for every 3, they get 60min. Its up to you and how much time you have and what lights a fire under them to make sure their friends show up to their appointment.
Referral based leads are the hottest and fastest converting.
It’s an endorsed lead. Their friend has already said, “Man, you’ve got a problem and I know just the person to fix it!”
The person calling already Likes, Knows and Trusts you because their friend does and has seen results.
It’s like Oprah recommending a book or a doctor. If Oprah likes them, they must be amazing!
Their friend tells them that you can help them and when they are handed your card they also see your eyes, so they feel like they already know you, possibly like you and trust you because their friend does. All the heavy lifting is done for you!
Now most referring clients leave a referral at, “You’ve just got to call this gal,” but you are going to having them following up with their friends and making sure they call, because with this system, they have a vested interest in following up on that referral FOR YOU, getting their friend to show up so that they get their session too.
How to Hand Out Cards for Referrals
When you give these cards out to your clients for referrals, ONLY give them 3 at a time.
3 is the magic number.
I’d always read that, but I had to prove it for myself! Lol
Let me tell you about my wonderful hair stylist…
Whenever someone complimented my hair, I’d tell them about D’Anna and have to get out my phone and look up the number.
Finally I asked her for some cards.
She only had 3 left, so she gave me those.
I’d handed them out within a week.
So next time I said, Give me a stack! She gave me 12.
I found that stack of 12 cards 3 months later when I cleaned out my car and all 12 were still there.
I loved D’Anna. I knew better. And I still had all those cards.
She moved to a new salon and gave me 3 cards and they were handed out within a week.
What did we just prove?
ONLY give out 3 cards at a time!
They can, and will!, ask for more when those are gone and their people have show up to their consultation.
Also, ONLY order 100 cards at a time while you are focusing your message. Yes Vistaprints will give you a killer deal to order 500, but trust me, you’ll be throwing 400 away as you get your offer more and more Irresistible
It’s ‘only’ a business card – Ha!
It’s the first line of your marketing! The first impression of your business. And it has all the psychology of a full marketing campaign built in one, little, viral billboard.
Is your business card making you 6 figures?
Are you getting this?
This is JUST the business card…
You don’t even have to have the calendar automation built in that I do for my clients to put qualified prospects automatically on their calendar.
It’s best because there are several more stages of qualifying your ideal prospect in the automation, but even without it, replace the /gift with your phone number and these cards can get your phone ringing.
Can you see how your business card should be filling your calendar FOR YOU?!
Most people hand out their business cards knowing that they are destined for the garbage.
They’re wasting a perfectly awesome opportunity to build a 6 Figure Business with a rabid army of recruiters…but now you know better.
And there’s more.
There is a whole ninja part to this card that puts your prospects automatically on your calendar,
and also prescreens them so you are only talking to your Ideal Customers!
After all, we only have so much time in the day and we want to spend it on the people we can help the most.
This is where the /gift link comes in to save the day