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	The Principles Of Attraction

	an interview with Barbara Hannah

If you are trying to connect with your clients, take a few lessons from coach Barbara Hannah on how to ATTRACT the right customers without having to "sell" to them.

Q: TELL ME ABOUT YOUR BUSINESS SERVICES.

A: For personal coaching, I coach small business owners and individuals to have success at work and a whole life they love. In my company, The Entrepreneur School, I lead teleclasses for small groups of entrepreneurs and anyone who is self-employed who wants to learn small business BASICS and simple, effective sales and marketing.

Q: WHAT IS YOUR PHILOSOPHY OF ATTRACTION?

A: I believe that people are attracting things into their life all the time, but are not as conscious and INTENTIONAL about who and what they really want to attract as they could be. Focusing on making oneself highly attractive to the right opportunities is easier, more enjoyable work than STRUGGLING to chase, capture and hold onto business.

Q: HOW DO YOU ADD VALUE TO A BUSINESS?

A: If your goal is to become more and more irresistibly attractive, you will be looking for ways to add value all the time. It is ongoing. For example, drop some old notions about "efficiency" and get PERSONAL. The customer will perceive more value from a hand-delivered proposal than a faxed one. You have to do what makes sense of course, but giving a more personal touch to business is valued in today's voice-mail, e-mail, fax-it environment.

Q: HOW DO YOU IDENTIFY VALUE ADDED SERVICES?

A: Put yourself in the position of the client or customer. Everyone wants something that saves them money, time, or makes life EASIER. If, for example, you are a professional organizer helping someone at their home you will probably end up with a box of items to go to a charitable donation center. Offer to take it with you and drop it off for them ...getting it out of their way and saving them a trip. When you take it, get a receipt for tax purposes and mail it to your client. Just be sure to take care of whatever "extras" you offer right away -- DELAY is always unattractive.

Q: WHAT IS THE BIGGEST SALES MISTAKE YOU SEE?

A: Being afraid to make a mistake. No one wants to come across as a pushy salesperson, or seem manipulative or phony -- so some people just AVOID promoting their business at all. This does not work. There are many ways to become more VISIBLE, attractive, and offer your products and services which prospects will respect and respond to.

Q: HOW DO YOU BECOME MORE ATTRACTIVE TO CLIENTS?

A: Focus on what would make them more attractive to themselves first. One of the best places to start is your work environment -- make it beautiful, motivating, and completely organized. And eliminate any aspect of your business that you don't really like or feel PROUD of. Then pick one area in which to be an over-achiever, to make things perfect. You can't be all things to all people, but you can develop a special NICHE of customer service for which you are well-known.

Q: ARE THERE ANY GOLDEN RULES ABOUT ATTRACTION?

A: As you seek to add value to customers, orient yourself to doing it just for the JOY of it, not just for the additional profit that results from it. When you do what you love and get pleasure from what you do, the money will follow.

Q: ANY ADVICE ON ADDING VALUE TO A BUSINESS?

A: A way you can start being more attractive today is to start UNDER-PROMISING. Scale down what you lead others to expect of you, and enjoy the space you have to add value effortlessly, often delivering twice what you promised. That can be fun, and highly attractive.

Barbara Hannah is a Master Certified Coach and co-founder of "The Entrepreneur School". Visit her website at www.TheEntrepreneurSchool.com. You may contact Barbara at or 843-762-1510.

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