A critical mindset shift, without the Woo Woo

So, I’m not the most woo-woo person. Sure, I meditate sometimes, and I “put things out to the universe,” but for the most part I’m pretty pragmatic.

Which is why I have a problem with something I hear ALL THE TIME from business coaches. It’s about Abundance Mindset.

You know Abundance Mindset, right? It’s the idea that you already have plenty, and there is enough to spare for everybody.

The opposite is Scarcity Mindset: the mentality that you don’t have enough, and there isn’t enough for everyone.

When you have a Scarcity Mindset, you operate from a place of fear. When you have an Abundance Mindset, by contrast, you operate from a place of presence and power.

Don’t get me wrong – having an Abundance Mindset is a good thing. But when you start talking about HOW to get an Abundance Mindset, that’s where it breaks down for me.

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To cultivate an Abundance Mindset, some will tell you to meditate. Others tell you to visualize abundance. Others tell you to surround yourself with people who have an Abundance Mindset.

But all the advice boils down to one message: pretend that you have it already. Maybe I’m too pragmatic, but that’s too Woo Woo for me.

In my experience, there is one surefire, authentic way to cultivate an Abundance Mindset. It’s not meditation, or mantras, or pretending.

It’s this: have a full sales pipeline.

What do I mean by a full sales pipeline? It means that that you’re talking to enough potential clients, and the potential value of those clients adds up to enough revenue, so that you can make the money you want to make, even if some of them go quiet, or delay, or simply say no.

When you have a full sales pipeline, it’s instant, fast-acting Abundance Mindset. And it has immediate impact on your business.

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When your sales pipeline is full, each potential client isn’t so precious. You aren’t walking on eggshells because you’re afraid they’ll say no (because you’re talking to more than enough other potential clients).

You’re more willing to charge what you want, because you’re less afraid that you’ll “scare them off” with your pricing.

And you’re less willing to cave to demands, and more willing to draw better boundaries.

Having a full sales pipeline is the most effective way to adopt an Abundance Mindset, and use that mindset to get the clients you want.

Put another way: Sure, abundance mantras are cool, but have you tried having $500k in potential revenue in your sales pipeline?

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You can calculate whether your sales pipeline is full or not. A general rule of thumb is that you need to have between 2x and 3x as much revenue in your pipeline, as you want to make in the next six months.

That means that if you want to make $50k, then you need between $100k and $150k in your pipeline.

So if you’re only talking to three potential clients, and each client pays you around $10k, then you only have $30k in your pipeline. Time to focus on create new opportunities so you can get to that $100k pipeline number.

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Knowing your pipeline number, and having a plan to fill your pipeline, is so important that I’ve put it first thing in SIGNED (literally – we do this in Week 1). Because brings about a huge mindset and behavior shift, so you can start to get the clients you want, and get paid bigger numbers, without feeling salesy.

Then in Week 4, we start to pack your pipeline with the right opportunities, so you can hit your pipeline number.

If you’re interested in being part of the next SIGNED, applications are opening soon. If you want to get on the list early, get a special bonus, and receive a huge early registration discount, reply to this email with “CLIENTS” in the subject line and I’ll get you the details.

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Now that you’ve done the pipeline exercise above, how does your pipeline stack up? Write back and let me know.

To your success,

Leah

1. Join the free Smart Gets Paid Group and connect with women entrepreneurs who are learning how to get clients too.

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2. Learn how to get new clients without feeling salesy, in 10 weeks

If getting new clients is on your to-do list, but you’re not sure where to start, I can help. You’ll learn step-by-step how to get the clients you want, without feeling salesy. And you’ll get the support you need to put learning into practice in your business.  Just reply to this email and put “Clients” in the subject line and I’ll get you the details.

 

3. Work with me privately


If you’d like to work directly with me to learn how to sell, get paid more, and get the clients you really want, just reply to this message and put “Private” in the subject line. Tell me a little about your business and what you’re struggling with when it comes to selling, and I’ll get you all the details.