The ‘Perception of Increase’ gets you more clients

“People will go where they are given an increase.” – Wallace Wattles

Too many solo-entrepreneurs, especially women, tend to downplay their successes. They either don’t stop long enough to see how much they’ve actually accomplished, or they’re too shy to share with others how well things are going, for fear of bragging.

(And yes, bragging is annoying because it’s usually done with the purpose of making others feel inferior. This is NOT what I’m talking about today. We’re talking about sharing successes and inspiring others through our own example so they begin to believe in themselves.)

You see, deep down, your clients and prospects WANT you to do well.

They want to trust that you know what you’re doing and that you’re successful at it. If not, they may feel like your “guinea pig”, or become worried that you may have lost your touch…and that perhaps they should go look to someone else for expert advice.

If you drive up to a client’s house in a beat-up, dented, jalopy of a car, their perception of you will be quite different from driving up in a clean luxury car. It’s part of the “Perception of Increase”.

Wallace Wattles addresses this in his book, The Science of Getting Rich. Here are some of my favorite passages on this (from Chapter 14):

“And in so far as your business consists in dealing with other [people], whether personally or by letter, the key thought of all your efforts must be to convey to their minds the impression of increase. Increase is what all men and all women are seeking; it is the urge of the Formless Intelligence within them, seeking fuller expression. The desire for increase is inherent in all nature; it is the fundamental impulse of the universe. All human activities are based on the desire for increase; people are seeking more food, more clothes, better shelter, more luxury, more beauty, more knowledge, more pleasure – increase in something, more life…

Convey the impression of advancement with everything you do, so that all people shall receive the impression that you are an Advancing [Person], and that you advance all who deal with you. Even to the people whom you meet in a social way, without any thought of business, and to whom you do not try to sell anything, give the thought of increase…

You must so impress others that they will feel that in associating with you they will get an increase for themselves.”

Perception of Increase doesn’t have to be all about money. It can be about having the means for more self-care, for more time to spend with your children, for the richness of your life.

The key is to be subtle in your perception of increase. Remember, we’re only talking about doing AUTHENTIC marketing here: dropping hints in your videos or social media updates, for example. There are many ways you can do it authentically.

It’s about showing them what IS possible for them too – if they use your products, techniques and services, or by simply being in your presence.

Clients want to trust that if you’ve done it yourself, you can do it for them too. If you haven’t done it yourself, then they’re more apt to be hesitant about working with you. The key is to subtly talk about increase in your business and in your life, and also in your client’s lives. It’s about weaving it GENTLY into the conversation, whether a verbal conversation, or on your website, social media, etc.

The message that I share about who I am and in my marketing is that, yes, money is important…and so is family, a lot of downtime, doing things you love, having meaningful work, connecting to your faith, creating yummy life experiences and living life like you mean it.

That for me is richness and so I share what I’m doing to inspire others to do the same in their own lives, while fostering the Perception of Increase.

What about you? How are you sharing your “increases” with your prospects and clients? Have you given your clients and prospects the Perception of Increase, or the perception of flat-lining it through your life?

Your Inspiration:

Begin to subtly show increase in your own life and business. A little bit here or there goes a long way. Keep it SUPER authentic (otherwise, it’s a turnoff) and be sure that it’s the truth (not that I should have to say that to you, sweet friend, but just in case).

Then, start weaving it in your marketing materials. Start dropping small hints here and there about your own successes or those of your clients. You’ll see people coming out of the woodwork to work with you.

So polish off your horn and start tooting it, ok? Just make sure the sound is sweet, like you.

Sending lots of love. xo

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