Burning Man Bound (Plus MUST-KNOW Tips For Exploding Your Wellness Biz That You Can Start Using TODAY… Regardless Of Whether You Have A Website, An Email List, Or Even A Certification!)

Oh My God, it’s finally here!

Burning Man, I mean.

I’m what they call a “virgin”. Never been before.

It’s going to ROCK my world.

Don’t know what Burning Man is?

Watch this video I found today for a little taste:

I emailed this video to a few fam and friends today. It was a trip seeing the different responses.

My brother Johnny was like, “I don’t even have to tell you to have a good time. It’s going to be EPIC!”

My buddy Gordon, who’s actually camping with us, could only cuss and scream profanities of joy because he was so excited. (That’s actually been his way for a few days now. The man’s ready for a vacay.)

My other brother Scotty goes, “Try to be somewhat safe, if that’s at all possible.” Then my friend Tara, her comment was the funniest. She asked, “And WHY would you want to do this?… From the looks of it, I’d rather have my toenails pulled out.”

Different strokes for different folks, I suppose.

Here I am at Lightning in a Bottle just a few months back before our move back east. That’s my friend “Bambi” behind me. At least that’s her playa name.
Can you guess mine? I’ll give you 3 tries…

This was my first weekend-long festival that gave me the TINIEST peek into what it’s going to be like at Burning Man. My costumes for BM are like 20X crazier… will get you some pics and video footage as soon as I return, so stay tuned for that proof of conscious mischief.

Now then… back to business.

It just occurred to me a few days ago that I had a whole folder full of emails and files with back and forth correspondence between my clients and me where we were hashing out and working through some of their biggest questions, concerns and uncertainties, in business AND their personal lives.

As I was reading over some of that material, I thought to myself, “this is good sh!t… I need to be sharing this with my peeps.”

So here I am.

And here you go. My gift to you:

Tip #1 From Kris’ Best-Of-Private-Coaching Archive:

Know your “Elevator Speech” by heart, and deliver it brilliantly every chance you get.

“What’s my ELEVATOR SPEECH?”, you ask.

Great question.

It’s your 60-sec. (or less) say-the-most-effective-most-engaging-least-idiotic-thing SCRIPT that you need to be able to bust out, from memory, every time someone asks you what you do for a living.

Before I had one I used to bumble and stumble and muck this up so bad, you’d have never even guessed that I was actually a professional.

Live and learn, right?

BTW: I don’t like the name “Elevator Speech”. It’s totally boring. That’s just how I learned it years ago. If you can think of a better name for it, I’m all ears!

Here it is in action:

“So Mary Jane, what you do you do, anyway?”

And say, for instance, you, Mary Jane:

teach yoga
are a Reiki Master
offer nutritional counseling
AND you’re a life coach…

(And you don’t want to sound like you’re bragging; you want to help them; you could REALLY use a new client but you don’t want to sound like you’re trolling for anyone and everyone who’ll pay you money.)

Here’s how to answer the person’s question BRILLIANTLY and professionally, like a true Abundant Yogi:

First, you’d have to know, well in advance, who your ideal client is, AKA your Customer Avatar.

Mine has a name. It’s Malia.

She’s my made up composite of all the best traits of all the best clients I’ve ever had. I know what her struggles are, what she wants more than anything in the world, AND what she wants to AVOID.

It’s not hard to come up with all that and get it 100% accurate because she’s essentially ME.

Well, me a few years ago anyway.

That’s right.

Your target market is comprised of a bunch of YOU’s.

So if you’ve ever wondered who your target market is and what they WANT, all you have to do to answer that question is look in the mirror.

Chances are, you’ve overcome something HUGE, something massively EMOTIONAL. Something that you would’ve paid A LOT of money for someone else to help you resolve. (Maybe you DID pay someone a lot of money to help you with it.)

Either way, you resolved it. You overcame. Life is better now. You can sigh a big sigh of relief.

And guess what?

You’re now in a position to help others just like you, who are struggling with the EXACT issue you used to struggle with, to overcome and resolve that same issue.

You know what it’s like to be in their shoes. You know how to coach them through it. You can speak their language, feel their pain, relate to their desires. You know all the short-cuts they can take to shorten their learning curve, save them time and money, steer them clear of expensive mistakes, and help them get where they want to go FASTER and with more CERTAINTY.

Cool, huh? You’re pretty amazing!!

A huge light bulb went off in my head the first time I realized that.

“Oh wow. I’ve crossed the bridge. My market is a bunch of me’s. Now I can help THEM cross the same bridge. I can show other yoga teachers and wellness practitioners (dancers, coaches, solo-preneurs, etc.) how to go from broke, burnt out, and “what-the-hell-do-I-do-now?” to attracting regular paying clients, getting speaking gigs left and right, packing their classes and events (every time), and having enough money to teach less and practice and travel MORE!”

Once I knew that, there was no turning back…

I knew the value I had to offer and what it meant to my clients. I knew how to solve their biggest problem! Life got a lot easier and way more FUN after that!

After you know who your target market is and the specific results they’re looking for, as well as the hassle or struggle they want to AVOID, you can craft your Elevator Speech using this formula:

“I help (description of target market) to (description of specific result they want) so that they can(the payoff/reason WHY they want that result; what it will allow them to be, do or have) without(“convenience factor” – the hassle or struggle they want to avoid).

Optional: Do you know anyone like that who is looking to (repeat result in similar fashion) ?”

Here’s an example, using Mary Jane again. Note how she has to pick ONE main focus, or result––the one her target market wants most. Since SHE is a fairly new mom herself, and she IS the target market; and she was very passionate about losing weight and getting in shape post-baby, that’s the result she wants to help others achieve. It doesn’t matter if she uses one or ALL of her skill sets to get the job done, as long as she gets it done.

So in the Elevator Speech, we’re not telling the prospective client the method(s) we’ll use to help them, i.e. yoga, reiki, life coaching, etc. They don’t care about the HOW TO and they don’t want to hear all your credentials.

All they want is the result, as painless and as fast as possible:

“I help new moms tone up their midsections and get into even better shape than they were before pregnancy so they can wear skinny jeans and feel sexy again without starving themselves.”

And the optional, “Do you know anyone like that who’d like to lose weight and tone up, safely and naturally?”

No doubt, whoever was in that elevator with her would either self-identify, if she were a prospective client, OR she would be very clear about Mary’s Jane’s offer and the exact type of person she could help. So if she knew anyone, she’d make the connection immediately.

So that’s it!

Now you know the secret.

Put it into action TODAY by studying yourself and your past struggles and accomplishments.

What was your biggest, most emotional challenge that you’d have done ANYTHING to resolve?
What did you want more than anything in the world when you were struggling with this issue?
What did you think was stopping you from having what you wanted?
What did you want to AVOID in the process of finding a solution?
What were you afraid would happen?

Answering these questions will help you pinpoint the unmet needs and desires of your ideal client. And when you know you can fill that gap (their unmet needs and desires) using YOUR genuine skill, experience and expertise, then you’ve got a winner.

You can lend a hand, devise a plan, create a program, tailor it to them (your Customer Avatar) and invite them into it. (That’s a whole other conversation that we’ll get into next time

For now, just use the formula to craft your elevator speech and you’ll be opening the doorway to invite your ideal clients into your classes or programs left and right.

Go get’em.

I’m back to packing now. See you soon…