Multiple Streams Step 6: Convert Prospects

Artists MBA, Professional ProgramA lot of marketing and sales programs talk about how to Drive Traffic – and we cover that critical area in Step 5.  But if all you do is get people to “Like” your Fan Page or even sign up on your email list – you will not succeed.

The key to success in your business is to engage with your prospects.  You must convert them into customers and from there into clients and fans.  So how do you convert prospects into customers, clients and fans?

In this class you’ll learn:

  • The importance of WIIFM
  • How to build rapport to create a buying environment
  • How to overcome your resistance to asking for the sale

Having big numbers on your Facebook Fanpage, Twitter followers, MySpace page or even your email list won’t fill the seats, pay the bills or create your successful career.  You have to convert prospects into customers.

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Confidence

Artists MBA, Professional ProgramBelieving that confidence is something that you have, something you can get, something someone else can give you – that is a misunderstanding.

Confidence is defined as: a feeling or consciousness of one’s powers. If you believe in your own power and ability, you will FEEL confident.

Confidence is an emotion. It is an emotion that is inspired by beliefs. As such, it is neither right, real or true. Therefore, you can choose it.

In this class you will:

  • examine the true nature of confidence
  • explore the beliefs that block your confidence
  • learn how to build your confidence

Additional Resources for this Class:

Prerequisite Class:

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Enroll in the Artists Marketing & Business Academy Foundation Program
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An Open Letter to LunarPages

or Why I Recommend Against Using LunarPages to Host Your Website

The last 2 months have been a virtual hell for me (pun completely intended).  Sometime in the middle of May, I started noticing real problems with my website.  I was in the midst of doing a lot of content creation and tweeking to the big overhaul I’d done in February.  But everything was taking so long.  It was hard.  It was frustrating.  But then it got worse.

I started getting complaints from clients, customers and paying Members that they couldn’t access my website.  That it was timing out, locking up, going down.  And so, I filed a ticket with Lunarpages customer service.

Their initial response was to blame my website.  There must be a bad plugin or script causing the problem, because Our server is just fine.  So, I spent time and money, spoke to multiple web programmers familiar with both WordPress and Wishlist Member (the wordpress plugin that runs my ArtistsMBA Program).  And while we did find one bad plugin and deleted it, instead of things getting better, they actually got worse.

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Confidence

Confidence, as an issue, comes up for my clients, in one form or another, on an almost daily basis.  Over the years, I’ve worked with them to build their confidence and spent a lot of time reading, thinking and studying the issue.

I’ve observed that those who struggle with confidence can get a boost when something good happens in their life.  They experience some success or get positive feedback from someone they respect.  They go to a Conference or do a workshop and get pumped up and excited.  But often that feeling doesn’t last.  That’s because the emotions are externally motivated and don’t signify a true internal shift.

I think one of the challenges around creating confidence is a foundational misunderstanding of what it actually is.  Without really understanding what is happening and why, it is difficult to create a lasting internal shift from lacking in confidence to feeling fully confident.  And feeling fully confident will lead you to taking the actions you need to take to create success.

What is Confidence?

We tend to use the word in two ways:

  • Confidence is a feeling – I feel confident, or I feel unsure.  It is a description of how you feel and how that feeling causes you to behave – I step confidently up to the podium to speak.
  • Confidence is a belief – I am confident I can achieve this.  And it often implies a deeper set of beliefs about the nature of reality, a trust in the benevolence of the universe.

As I teach in Transform Your Belief – The Key to Success, the relationship between belief and emotion works like this:

And so confident beliefs/ideas/thoughts lead to being in a confident state or feeling confident.

In my experience, trying to change things at the level of feeling is extremely difficult and doesn’t tend to stick.  And “Acting as If” is exhausting.  While a positive result may make you feel better for a little while, because the underlying disempowering beliefs driving those emotions still exist, they will pull you back into the lower emotional state.  The only real lasting change comes from changing your beliefs/ideas/thoughts.

What I’ve found very interesting in doing this work, however, is that changing those thoughts is usually not nearly as hard as people expect.  Because you are a complex being, you have many different beliefs in your belief reservoir.  And those beliefs range from very disempowering to truly empowering. We just have habits about which belief we tend to inhabit.  Which belief we energize or activate moment-to-moment.

So, next time you find yourself feeling uncertain and need a confidence boost, try this:

Step One – Notice and Decide

Notice that you are feeling badly, unsure, self-conscious.  And decide that now is as good a time as any to feel more confident.

Step Two – Identify the Thought

What are you thinking/believing at this moment that has you feeling badly, unsure and self-conscious?  Can you put it into language, specifically?

For example, let’s say you’re going in for an interview, calling for a booking, auditioning for a gig.  And you’re feeling scared, nervous, and unsure.  Perhaps the thought is: “What if they don’t like me?”  Well, what would that mean about you?  Perhaps the underlying belief is, “I’ll never be successful.” Or “I’m a failure.”

Step Three – Choose a Different Thought

So, now that you’ve identified the thought that’s creating the feeling, pick a new thought about these circumstances THAT YOU ALREADY BELIEVE.

See that’s the key.  The mistake most people make with affirmations is that they pick an affirmation they wish they believed, but they don’t.  That’s too hard!  So, pick a belief that you really can get behind.

For example:

  • “The more I practice, the better I get.”
  • “If this opportunity doesn’t work out, there’s another one down the line.”
  • “However this goes, I’ll learn from it and improve.”

See, it doesn’t have to be in direct opposition in order to shift how you feel.  Try just tweaking it by about 10 degrees.

Step Four – Keep Thinking That Thought – On Purpose

Keep thinking it, find evidence for it.  Notice how and where it’s true.  Notice when you’re thinking something else and choose to think this thought instead.  Look for all the ways its true some more.  And think it again.

It’s not that you’ll never have those other thoughts again.   It’s not that you’ll never feel badly again.  It’s that when you do – you’ll know that you can always change your mind.  Just think a different thought.

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Systems Creation – Work Smarter, Not Harder

Artists MBA, Foundation ProgramDefinition of Systems:
A set of detailed methods, procedures, and routines established or formulated to carry out a specific activity, perform a duty, or solve a problem.
BusinessDictionary.com

Underlying your productivity (or lack of it) lies the effectiveness of your systems.  Many creative people struggle with business, not because they don’t know what to do, but because they haven’t created systems that operate in the ways they organically think.

Creating systems for your business will allow you to:

  • Streamline your methods and maximize your time
  • Create repeatable and sustainable results
  • Keep your promises to yourself and others
  • Reduce your stress!

In this class, you’ll learn:

  • How systems facilitate (not limit!) creativity and set you free
  • How to identify good candidates for systems creation
  • How to design and implement systems procedures

A system will take time to create – but once created will save you time every time.  And the biggest advantage is that once you’ve created a system for an activity – you will be able to delegate it and know that it’s being run the same way you would run it!

Resources for this Class:

Prerequisite Class:

Listen to the Class:

Thank you for your interest. This content is visible to ArtistsMBA Foundation, Professional, Mastery Program members only. Click here to access.

Enroll in the Artists Marketing & Business Academy Foundation Program
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Read the Class Transcript

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