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Get Your Prospects from Pain Island to Pleasure Island: Stop Selling the Boat

When someone—a potential client or referral partner—asks you what you do, are you selling the boat?

We know … right now, you may be thinking, “I’m a coach. I’m not in boat sales. What the heck are you talking about, Melinda?”

Stick with us, here.

You may remember our Pain Island/Pleasure Island diagram, which shows your ideal client’s Pain Island—his or her top 3 challenges, and his or her Pleasure Island—the top 3 desired results.

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Your boat—the packages, programs, and services you provide—is what gets your ideal clients from their Pain Island to their Pleasure Island.

So here’s the thing:

If you’re at an event or on a call, and someone asks you what you do, you may be making a big mistake with your answer.

That is, you may be explaining your packages, programs, and services (the boat), rather than showcasing the transformation you provide.

So why is that a mistake?

They buy a transformation.

And that’s exactly why we’re writing this today: we want you to stop selling the boat!

When you’re asked “What do you do?”

DON’T (for the love of Pete, DON’T) say: “I’m a coach and I offer several different packages.”

DO: Sell the journey.

Sell the transformation you provide. Sell the trip from Pain Island to Pleasure Island.

That way, you’re inviting people to step into your boat, by focusing on the results your clients will experience when they do.

This goes back to what we talked about with regard to your niche in a previous blog post: that is, you must identify the group of people you’re passionate about helping, and then identify the challenge they most want to overcome.

Then, you present yourself as the solution.

Here are some examples:

  • A tennis coach who works with tennis players who want to serve better and win games might say, “I help tennis players improve their serves so they can stop losing games.”
  • A specialty dog trainer might say, “I help dog owners train their dogs effectively so they can live in harmony with their furry friends.”
  • Here at TCC, we say, “We help start-up coaches systemize their businesses so they can get more clients and make more money.”

Bonus Tip:

Don’t guess!

Great marketing, great enrollment conversations never come from guessing.

It’s important to remember to interview your ideal prospects (or people like them) to uncover the specific words and phrases they use to describe their challenges and the results for which they’re striving, and use those same words or phrases when you sell the journey. If you’re guessing, you won’t get conversions. So, don’t guess. Ask.

As always, we’ll leave you with a few action steps you can take to practice selling the journey rather than the boat.

Action Steps

  1. Identify your ideal client.
  2. Narrow in on 3 specific Pain Island points—3 specific challenges your ideal client is facing and wants to solve … in their own words!
  3. Identify the top 3 Pleasure Island points: that is, specific results your ideal client would like to achieve or experience… in their own words! (Are you seeing a theme here?)
  4. Now, fill in this template: “I help [MY IDEAL CLIENT] achieve [PLEASURE ISLAND POINTS] by stopping [PAIN ISLAND POINTS].”

Voila! You can now answer the “What do you do?” question with confidence, focusing on the outcome and transformation someone will achieve when working with you … rather than focusing on your services. Therefore, you immediately draw prospects in, making them want to know more!

Next steps:

Sign up to receive our complimentary 3-part video training series, “Your Coaching Business Blueprint: Everything You Need To Know To Get Your Business On Track.”

You’ll learn the pattern you may be stuck in, which can sabotage your own efforts to reach your full potential and accomplish your goals, the 3 S’s to your success and why it’s critical to master all 3 (most coaches only master 2), and where your business is leaking money.

Sign up below:

Posted in: Marketing & Promotion, Professional Development

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Your 5-Part Follow-Up Sequence: What to Say to Increase Your Conversions (Part 2 of 2)

If you read last week’s blog post, “The Truth About Follow-Up: Why 5 Is The Magic Number (Part 1 of 2)”, you likely have a new understanding when it comes to why you must follow up with prospects at least 5 times after they’ve signed up to download your free gift.

As we mentioned, just 2-10 percent of prospects become paying clients after the first 4—yes, four!—”touches,” but that number jumps to 80 percent after the fifth contact.

Meanwhile, almost half of entrepreneurs never follow up, and 90 percent give up after the fourth follow-up (which means 90 percent of entrepreneurs are leaving conversions and therefore money on the table).

(If you missed it, just click here now to read it.)

But …

What should you actually say in each of those follow-up contacts, or “touches”?

We thought you might ask. So, today, we’re telling you. J

Here we go:

 

The First Touch: Deliver What You Promised

The first time you follow up with people who sign up to receive your free gift, you should deliver your free gift. Pretty simple, right?

Make this email short and sweet. Congratulate the prospect on taking a step toward reaching her goals or making her transformation, and let her know you’ll check in within a few days, after she’s had the chance to go through the information.

 

The Second Touch: Questions and Answers

In the second follow-up email, share your answers to questions you hear frequently regarding a tip/strategy you offered in your free gift. Give additional information to answer the questions.

Let your prospect know you’ll be checking in again in a few days.

 

The Third Touch: A Heads Up

Think about the common challenges and pitfalls your prospects might face when they start their journey.

Offer this third message as a “heads-up” about some of the more common pitfalls, or the most devastating, or the ones that derail them the fastest … and more importantly, offer specific suggestions for avoiding them.

 

The Fourth Touch: A Powerful Testimonial

Introduce your prospects to your most powerful testimonial. Give real-life evidence of someone who has implemented the information you shared in the free gift … and the transformation he or she experienced as a result.

 

The Fifth Touch: Present the Gap

This is it: remind people of the gap between where they are now and where they want to be.

Outline the path they’re about to follow—where, as a result of them integrating what they learn in your free gift, they experience the results they desire (those points from Pleasure Island on your Pain Island-Pleasure Island Diagram).

Also, outline the alternative path: the one where they choose not to integrate what you share in your free gift, and where they experience the very real costs and disappointments associated with lack of action.

It’s like saying, “You’re not there, yet—don’t get comfortable. You have more to accomplish.”

Then, close it out with a strong Call to Action, asking them to join you for a strategy session. Yes, you have to spell it out—tell them exactly what you want them to do.

That’s It!

The best thing about all of this is that you can automate the entire sequence through a program like The Coaches Console. It’s as close to “set it and forget it” as you can get!

Sounds pretty good, right?

We think so.

Your next steps: sign up to receive our complimentary 3-part video training series, “Your Coaching Business Blueprint: Everything You Need To Know To Get Your Business On Track.”

You’ll learn the pattern you may be stuck in, which can sabotage your own efforts to reach your full potential and accomplish your goals, the 3 S’s to your success and why it’s critical to master all 3 (most coaches only master 2), and where your business is leaking money.

Sign up below:

Posted in: Marketing & Promotion, Professional Development

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The Truth About Follow-Up: Why 5 Is The Magic Number (Part 1 of 2)

Lately, we’ve written a lot about making money in the niche of your choosing, whether that’s tennis players who want to stop losing, or start-up coaches who want to streamline their businesses so they can make a bigger impact while enjoying the perks of business ownership (and anything in between!).

Once you’ve defined your niche and done your research about their main challenges and desired results—all in their own words, of course—you’ll likely offer your leads a free gift that begins to solve one of their main challenges, while opening the door for you to present your coaching programs as the avenue for even more, bigger results.

We could go on and on about the free gift idea. In fact, there’s so much to it that that’s a whole different blog post!

For now, we want to focus on what you do after someone takes you up on your offer—when he or she goes from being a warm lead to an even warmer lead.

You follow up.

Okay—that’s easy, right? You knew that.

But did you know that a single follow-up email or contact is simply not enough to inspire your ideal prospects, your warmer leads, to become clients?

Think about this:

How many times do you follow up with a prospect after that initial contact?

Did you know there’s a scientific formula that outlines the ideal number of follow-up contacts?

That number is 5.

Yes, 5!

Because we believe the numbers show it best, here’s a graphic we developed to illustrate just how important it is to follow up 5 times after someone downloads your free gift:

follow-up

 

 

Do you see what we see?

Only 2 percent of prospects will convert into clients with a single follow-up contact. That number increases to 10 percent by the fourth contact but jumps to 80 percent by the fifth contact.

That’s right: 80 percent of prospects convert to paying clients after the fifth follow-up contact!

Meanwhile, almost half of entrepreneurs never follow up—not even once. And a whopping 90 percent give up after the fourth follow-up.

Which means that 90 percent of entrepreneurs are leaving money on the table because they’re not converting prospects that very well could become their next paying clients.

Here’s where things really get good: we’ve heard from lots of start-up coaches that they feel “pushy” or “salesy” or “sleazy” when they think about following up multiple times after someone downloads their free gift.

After all, if they’re interested, they’ll call, right? Wrong.

This isn’t personal. It’s not pushy.

It’s a buyer’s pattern. Period.

Our goal with this blog post is to help you shift your mindset: to help you realize that following up multiple times is a necessary part of your sales process. If you want to reach more of the people who need you, it’s key that you follow up 5 times.

You know what’s really SUPER-cool about this? Most likely you’ve already met your next paying client … you just haven’t followed up enough to help them see they’re ready to convert!

Most prospects simply don’t convert to buyers until after you’ve contacted them 5 times, and most entrepreneurs give up far too early, leaving money, opportunities, and potential impact on the table.

Now, you may be wondering what you should say in each of your follow-up emails.

Of course, we have you covered. We’ll talk about that in our next blog post, Your 5-Part Follow-Up Sequence: What to Say to Increase Your Conversions (Part 2 of 2). So stay tuned!

Meanwhile, sign up to receive our complimentary 3-part video training series, “Your Coaching Business Blueprint: Everything You Need To Know To Get Your Business On Track.”

 You’ll learn the pattern you may be stuck in, which can sabotage your own efforts to reach your full potential and accomplish your goals, the 3 S’s to your success and why it’s critical to master all 3 (most coaches only master 2), and where your business is leaking money.

 Sign up below

Posted in: Marketing & Promotion, Professional Development

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Can You Make Money with the Niche You Feel Called to Serve? Yes! (And if you think your niche is the problem, you’re wrong!) Clarity of Communication, Part 1 of 2

Can you believe it’s February, already? No? We can’t either! We’re 2 months into 2016, and we’ve already made some fascinating discoveries about how we can most effectively help YOU reach your coaching and business goals.

A couple of months ago, we sent out a survey, with the intention of really getting to know you. Like, deeply.

One of the questions we asked was “’What are your biggest challenges?” because you know we’re ALL about providing you with solutions.

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One topic came up over and over again – how to clarify – and make money in – the niche you feel called to serve.

It seems that many times, when coaches struggle to make money, the first thing they think is that it must be a problem with their chosen niche.

But that’s NOT the problem.

In our experience, and the experience of people we’ve worked with, the biggest factor in your success is clarity.

You need clarity in:

  • Understanding the challenges your ideal clients face, and the solutions to those challenges.
  • The exact words and phrases your ideal clients use to describe their challenges.
  • Communicating clearly how you can help your ideal clients solve their problems!

You see, clarity is key in growing your business, no matter what your niche is.

To prove it, we wanted to share examples of some of our colleagues who are making 6 or 7 figures in really “quirky” niches.

These include one woman who teaches people how to work with their dogs (think agility training, communication, behavioral training).

Another colleague coaches and consults with clients in alternative investing, such as placing ATM machines.

Another is a tennis coach. (That’s right. Tennis. A hobby, for most!)

People are thriving in these specialty niches, which proves that they’ve truly honed in on the pain and pleasure island points of the people they want to serve.

communication cans 2

 Bottom line: it’s all about clarity of communication.

“But what if I live in a rural Illinois town with a population of 2000?”

“But what if my niche is really quirky, like mine? (I knit sweaters from cat hair.)”

“But what if my clients don’t earn lots of money to pay me?”

We hear your “buts.”

And we answer them all the same:

If you gain clarity around your prospects’ challenges, the solutions you present, and then communicate clearly, you can make money in any niche, in a town of any size, serving any type of client.

So, the first step is to articulate the challenges your prospects face, and how their lives would be different if they solved those problems.

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You see, “niche” is more than a description of a group of people. It’s a set of challenges or needs that group of people experience, and more importantly, that they want resolved. Your products and services help them to overcome those challenges needs.

In order to clarify your niche, you must fully understand the needs.

So let’s revisit one of those quirky niche examples we shared with you. For the tennis coach, the niche isn’t “tennis players.” The niche is tennis players who want to serve better and win games (or, who want to stop losing).

Our niche here at The Coaches Console is not “start up coaches.” Rather, it’s coaches who are struggling to get clients and make money in their business.  We narrow our focus to a select group of people (start-up coaches) experiencing those particular challenges and needs.

To find your niche, you must first define a group of people, and then narrow that group down to a sub-group experiencing a specific challenge or need.

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Get to know these challenges and their solutions, and get to know them well … in your ideal clients’ words, not your own! This is SO important – don’t guess or “take a stab at it,” which is what we see coaches doing over and over again. The more you can dial in to exactly what is keeping your ideal clients up at night, worrying, the better you can communicate with them, and offer your solution to their current pain.

There are 2 powerful ways to get to know how your prospects or ideal clients describe their challenges and solutions: via phone, or via email.

Call 3-5 people, or send a quick email to your current clients. Ask them the following questions:

  1. When you lie awake at night because you’re stressed out and can’t sleep, what words and thoughts run through your head about the biggest challenges you are currently facing in ____ {insert desired area of focus, i.e. business, relationship, health, etc.}?
  2. If you could wave a magic wand, and time and money were of no concern, what are the goals and results that you most desire in ___{insert desired area of focus i.e. business, relationship, health, etc}?

Be sure to write down the precise words they use to describe what they’re facing, and how their lives would be different if they solved these challenges.

two business woman are discussing about a problem at work

In our next newsletter, we’re going to share our famous 5-part conversation for clarity of communication – but you’ve got to have clarity on your ideal clients’ biggest challenges before then! So get busy.

Then, stay tuned to Part 2 of this newsletter next month, in March.

Posted in: Marketing & Promotion

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Breaking Through Coaching Business Myths & Techno Blocks: Myth #3: I’m New To Coaching So I Don’t Have A Free Gift To Grow My List

In this 10-part series, we are exposing The 10 Myths that derail start-up coaches and keep them from fully realizing their passions and profits. In this series of articles we will dive into each myth and turn them around with the truth! By embracing the truths you can locate the courage to move through your fears and breakthrough the blocks in your coaching business!

MYTH #3:  I’m New To Coaching So I Don’t Have A Free Gift To Grow My List

When we are working with start-up coaches in our 9-week Bootcamp Training one of the greatest stuck-points we consistently bump into is in creating and offering a free gift as a lead generation tool.  We hear this all the time, “Could you advise us on our free report. I’m stuck with what to write about.”

The secret is that you already know what to write about, you just don’t realize it yet because you’re not asking the most effective questions.  In this article I want to remove your sense of trepidation about creating and putting together a free gift (or you may call it a free report).

What is a free gift anyway?  It is a short document, maybe 3-5 pages, that lets your prospects know you can relate to them and are able to help them. It provides value for them before they ever become a client and shows them where to go to get more help if they desire it. It’s a simple tool for you to use to engage with prospects rather than trying to convince them.

Here is a simple outline to create your free gift:

  1. Addressing your ideal type of client by describing them
  2. Their top 3, most common challenges
  3. Their top 3 results they desire
  4. One piece (or maybe three pieces) of super, hot wisdom you share with everyone you encounter
  5. Evidence
  6. Invitation

The first part of your free gift, when you describe the challenges they face and the desires and goals the have, it leaves your reader saying things like, “finally, someone who gets me and understands my spot!!!”  If you aren’t sure of your client’s challenges or results – ask them. In this section you build the know-like-trust factor of which all buying decisions are made.

The bulk of your free gift focuses on the one to three pieces of super hot, juicy wisdom that you share with everyone you encounter.  Each “tip” gives the reader/prospect an action to take and a sense of “how” to move from where they currently are to where they want to be.   You’ll give a paragraph about what it means to implement this tip and how it impacts their life. And you’ll provide them a list, a resource or some information that gives examples to implement the tip.

After the reader/prospect finishes reading your free gift, they may still find themselves stuck – good! That is one of the main purposes of your free gift. Why?  Because you and your coaching are their ultimate solution!!  Now they can contact you and say, “I’m still stuck and I think you’ might be able to help me.” And now you have a sample session booked.

TRUTH #3: You Already Know The Answers and The Knowledge, You’ve Just Got To Ask The Right Questions.

Using those six pieces you can build a value-added document filled with tips, wisdom and resources that will leave any prospect better than when they first encountered you… even if they don’t become a client. Now that’s being of service!

Once you’re free gift is created then you can upload it to your opt-in form and autoresponder. Make sure that your opt-in form, webpage, contact list and autoresponder are all integrated with each other so the process of someone opt-ing in to your mailing list and your follow-up marketing is automated and integrating. Coaches Console members know how simple and easy this can be when each of these elements are integrated and automated.

Having your free gift as an effective lead generation tool can make marketing and networking way more fun and engaging.  Automating your marketing can ensure more prospects converting to paying clients. Get started on your free gift today!

Posted in: Business Operations, Marketing & Promotion

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Are You Leaving Referrals On The Table?

Often our members tell us their approach to asking for referrals sounds something like this:  “if you know anyone that could use my services, I’d be happy to talk to them.” And then they wait for the referrals.  And they wonder why they don’t get a flood of referrals every month.  Vagueness does not lead to referrals.  If this is your approach then you are leaving a lot of hidden client sources on the table and working harder than you have to in finding new clients.  Why work harder when you can create a consistent stream of referrals. (Spoiler Alert:  if you like to work hard for your next client, then this article is not for you. Stop reading now.)

4 Tips To Generate A Consistent Stream Of Referrals:

  1. Capture Effective Testimonials
  2. Know How To Ask For Referrals
  3. Ask For A Referral From Every Client Every Time.
  4. Make It Easy-Peasy For Clients To Refer You.

1. Capture Effective Testimonials. The common mistake in asking for testimonials, similarly to asking for referrals, is waiting for your client to provide you with a testimonial.  Often clients fear not doing you or your services justice based on the statement they provide. This fear causes them to procrastinate and they don’t send you the testimonial promised.

Instead present your client with a series of simple questions to capture their challenges and convey their results.  The collection of their answers will convey a powerful and effective testimonial.  When you guide your clients through WHAT to say, they can relax into giving you responses that are worthy of the results they’ve received from you.

2.  Know How To Ask. Being specific will help others know how to identify a potential client when they see one.  Share a story that gives an example of an ideal referral. Using examples of other clients, their profession, challenge and desired result will help trigger a specific individual’s name when asking for referrals. The more specific your story example, the greater chance of a referral being identified and passed.

3.  Ask For A Referral From Every Client Every Time. Too often coaches wait and hope their clients will offer referrals simply because they had a great experience. Coaches assume that if the client had a great experience, they’ll tell others.  “Waiting” and “Hoping” are dangerous referral-building strategies.  Automate the asking process so that every client is presented with specific questions that prompt them to identify a referral and a process by which they submit their contact information. When this asking is automated in a New Client Autoresponder Series then every client will be prompted to share their personal story with at least one person and generate at least one referral.

4.  Make It Easy-Peasy For Your Clients To Refer. One of the most common reasons we hear coaches say their clients don’t refer is because they don’t know what to say or how to make the introduction.  Providing your clients with a Refer-A-Friend sample email will help make it easy for them to introduce you to a potential client.  All your client has to do is copy/paste the message into an email include both you and the referral and their work is done. You take it from there to offer the gift of a Complimentary Consultation.

Coaches using The Coaches Console have these 5 steps already integrated into their business.  Before they even begin to work with a client, these elements are already in place and ready to be used.  So when a client begins to create amazing results from working with you (and we know they will because you are an phenomenal coach), they will easily provide effective testimonials, quickly identify a referral and consistently make introductions to your next potential clients.

To experience more about how Coaches Console can help you create a personal referral engine for a steady stream of clients, check out the Business-Building Confidence Kit and download your complimentary copy of “The Money Making Checklist” and a 30-Day Free Trial!

Posted in: Marketing & Promotion

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3 Simple Steps To Make Your Money Gremlins Disappear!

When going from the sample session (or complimentary consultation as many coaches call it) to enrolling a paying client, there is a precise moment that when navigated well leads to getting paid for your services. This moment, or as we call it the most important Nano-second of your business, can either lead to your money gremlins playing tug-of-war in your head or it can be maneuvered with the greatest of ease. The difference is in knowing the 3 simple steps to have in place BEFORE you reach this Nano-Second during a sample session. What are those three simple steps?

  • Market the results of your optimal coaching experience
  • Know the sequence
  • Offer a money-back guarantee

During a sample session when this Nano-second occurs, unprepared coaches start focusing solely on how coaching works. This creates a disconnect for the prospect because all they want to know is “what’s in it for me,” they don’t care HOW you get them there. When you market your Optimal Coaching Experience, lay out the entire path of what the prospect will experience and always tie every aspect of coaching back to how it will help them create the goals they want to achieve or how it will help them to stop the points of struggle they are tired of contending with. Every “how” should convey a benefit.

As a prepared coach your money gremlins disappear when you know the sequence of steps a prospect takes upon saying yes. This sequence is what conveys professionalism and provides you with the confidence to be 100% certain you can deliver what you promise. When this knowledge is missing, this Nano-second becomes as vast as the Grand Canyon and your money gremlins shout louder than your confidence. Here is an effective sequence to enroll a new client after completing the sample session:

  1. Always enter the conversation assuming a “yes” while ready for a “no.”
  2. Outline the Optimal Coaching Experience the client can expect.
  3. Review the expectations they can have (of you and you of them)
  4. Book the first session (at least) to generate a direct link to the call strategy form and an automated appointment reminder.
  5. Determine their preference of payment option.
  6. Complete and send them the coaching agreement (have a blank copy with you if in person, to review with them during that meeting).
  7. Book their future recurring coaching sessions.
  8. Send them the New Client Autoresponder starting with “Welcome, how to access my private client website.”

This sequence of steps combined together is known as your New Client Process. When any one of these steps is missing it opens the door ever so slightly for your money gremlins to come rushing in. Having this knowledge mapped out in advance will minimize your gremlins and increase your confidence. As a result your prospects encounter your confidence and know they will experience a return on their investment.

The third, offer a “100% participate or get your money back guarantee.” Yes, this is counter-intuitive. Often one would think that by offering a money back guarantee the volume of your money gremlins would increase: Will I have to give them their money back? Can I afford to do that? What if I don’t have the money? (sound familiar?) Quite the contrary occurs. By offering this guarantee it sets a high bar for you, the coach to live up to. It insists that you bring your greatest talent to your clients every time. They get the best of you.

By making this guarantee, it eliminates the risk for you’re A+ client to easily move into coaching with you. If you are talking with your ideal client then this will provide an easy segue into coaching. If you are talking to a B, C or even D level prospect it will quickly weed them out because they will have an excuse, reason or uncertainty – even in the midst of no risk – and you will have saved yourself from enrolling less than ideal clients and wasting your (and their time).

When you integrate these three simple steps you:

  • Easily engage prospects into taking action & buying your services.
  • Effortlessly navigate the most important Nano-second that has your prospects saying YES!
  • Create consistent income in your business.

What are your money gremlins? Use the checklist above to ensure you have in place, in advance, the 8 steps of enrolling a new client during a sample session.

Posted in: Finance Management, Marketing & Promotion

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Ready to Say Bye-Bye to Your Boring Bio? Here's How

By Nancy Juetten

Nancy JuettenTough economic times have created opportunities for people to exit corporate life to start businesses of their own.  That means the timing is perfect to stand out and attract more of the right clients by creating a winning bio that makes ideal customers stand up and take notice. Now that social networking plays a powerful role in how people seek new clients, new jobs, and new ways to be of service, telling one’s story so others will listen is essential.

Many people struggle with this challenge. Whether they are overcome with humility, find it difficult to put pen to paper to say what needs to be said, or can’t seem to find the right, well-chosen words to make the most of the web page assigned to their executive photo, the fact remains that telling a winning story about how you contribute to the marketplace is crucial in today’s marketplace.

One recipe that works really well is this one.

Stunning results + Sassy sound bites + Succinct stories + Social information to make a connection with others = a Winning Bio.

Here are a few examples that take just a few lines of text to deliver the goods. These can serve as useful introductions to a radio interview, speaking engagement, or book jacket. They can even be modified to serve as a 60-second elevator speech to deliver in person at the next networking event.

Kim Duke, founder of SalesDivas.com and an international sales expert for women, motivates with her trademark high heels, high energy and high level of sales tips. Kim thinks cold-calling is best left in the freezer. She is a sought after expert in the media and writes articles internationally – sharing her sassy and savvy sales advice.

Michael Gerber is the founder of E-Myth Worldwide, the coaching, training, and education firm he founded in 1977 to transform the development of small businesses worldwide. E-Myth Worldwide has achieved stunning results by helping to grow more than 60,000 business clients in 145 countries. As the author of eight E-Myth books, including the mega-bestseller “The E-Myth Revisited,” Michael Gerber has established his revolutionary perspective as the gold standard for small business development, becoming what Inc. magazine called, “the world’s #1 small business guru” and one of BusinessWeek’s best-selling authors over the past two decades.

Marci Shimoff is the woman’s face of the biggest self-help book phenomenon in history, Chicken Soup for the Soul. Her six best-selling titles in the series, including “Chicken Soup for the Woman’s Soul” and “Chicken Soup for the Mother’s Soul,” have met with stunning success, selling more than 13 million copies worldwide in 33 languages and have been on the New York Times bestseller list for a total of 108 weeks. Marci is one of the best-selling female nonfiction authors of all time. In addition, she’s a featured teacher in the international film and book phenomenon, The Secret. Her new book, “HAPPY FOR NO REASON: 7 Steps to Being Happy from the Inside Out” offers a revolutionary approach to experiencing deep and lasting happiness.

If your bio isn’t in great shape, consider your own experience from the standpoint of stunning results, sassy sound bites, succinct stories, and social information to help your ideal customers connect with you. Then, write a bio that delivers that information in an engaging, remarkable, and memorable way in record time.

If every sentence in your bio begins with “I,” re-write the bio from the standpoint of the benefits your ideal customer enjoys as a result of working with you. When the “I-You” ratio is weighs too heavily on the former, opportunities to connect with the customer are lost.

“I am an award-winning interior designer who enjoys creating beautiful spaces customers love to come home to” is an “I-focused” sentence that leaves the customer out in the cold.

“If you crave a beautiful home that is a joy to come home to, I can help” is a “you-focused” sentence that invites the customer in.

Once you write your bio, ask yourself an important question. If your ideal customer were to land on your bio page first before meeting you in person, shaking your hand, or having any experience with your company, product, or service, would he/she like what was said enough to click to other pages of your website, pick up the phone, send you an email, or request a meeting? If the answer is “no,” go back to the drawing board and try again.

Nancy “Broadcast Your Brilliance” Juetten is a storyteller, workshop leader, and Bye-Bye Boring Bio PLUS! author who shows mission-driven experts how to get seen, heard, celebrated, and COMPEN$ATED for their expert status. Nancy created Bye-Bye Boring Bio PLUS! to guide service professionals, speakers, authors, coaches, and those serious about earning expert status to get ready, get known, and get paid. Leading the Broadcast Your Brilliance Webinar Series and working one-on-one with clients in her Get Known to Get Paid™ Private Mentoring Program are among the most popular ways clients engage to welcome these benefits.  An award-winning copywriter with 12 years of success running her own profitable six-figure business, Nancy has been interviewed in connection with her storytelling and publicity expertise by CNN Radio, National Public Radio, the ABC Radio Network and by engaging and talented radio talk show hosts and information gurus from across America and the world. Nancy’s essential advice is this: “It’s your story. Tell it well.”

To learn about the upcoming Broadcast Your Brilliance Webinar Series and enroll, visit http://www.authenticvisibility.com/mc today.

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We Make Your Back End Sexy… The Back End Of Your Business That Is!

What is sexy about being a coach?

  • Being of service to others
  • Making an impact on the world
  • Pursuing your passions
  • Doing what you love

Those are among the common responses we hear from coaches just getting into coaching and starting their coaching business. They love coaching, are excellent at helping others and love the idea of making a positive impact on other people’s lives. Sign me up! Oh wait, I already did!

And after the coach training is over and the skills of coaching have been learned and mastered, there is this moment when it is time to graduate, go get clients and make money as a coach. {insert loud organ and daunting music here}

And then the sexy seems to vanish. Sure, when you first start out and people ask, “what do you do?,” and you reply enthusiastically with, “I’m a coach,” and their deer-in-the-headlight look says, “that must be really rewarding” (although you get the sense they don’t have any idea what you do). But after not getting any clients, people saying “no” or just ignoring you, you begin to feel pushy, nagging and like you have to work hard to convince people.

So what is sexy about starting, organizing and managing a coaching business?
NOTHING – unless you love processes, systems, consistent activity and administrative tasks. Okay maybe two things – you love coaching clients and you love making money.

Being a great coach is one thing. Being a great coach running a coaching business is something entirely different. And if you want to create a steady stream of clients and constant cash flow, you must treat them both equally as important!

I (Melinda) think there is nothing sexier than (I know I’m weird and among the few):

  • Knowing in advance every tiny step in “how” to deliver the services promised – the more you know “how” the more confidence you have to talk about what you provide
  • Assurance that you will get paid what you are worth as a coach
  • Making it as simple and fun as possible for clients to have a WOW experience and get the results they desire
  • Looking profoundly professional, even while still in training
  • Being organized so time is not wasted on tasks that don’t bring results
  • Having a well-oiled and automated machine in place that minimizes time spent on necessary tasks that are not fun

I personally think creating a professional coaching business is one of the sexiest things EVER!!! But I get that you most likely don’t agree with me. Wait, who am I kidding, I KNOW you don’t agree with me. But it is necessary and the key to getting you where you want to go quicker.

You want more clients? Better marketing is not the only answer. If you don’t have systems and processes in place to facilitate, automate and organize your marketing then it won’t matter if you get 50 prospects in the next 30 days. Everything will slip through the cracks, you’ll spend 3x the amount of money and time trying to find new people to market to instead of following up on the ones already in your funnel – you’ll be convincing instead of enrolling; you’ll be selling instead of providing value.

You want more money? More clients is not the only answer. If you don’t have a support mechanism in place to engage your prospect, enroll your client, provide exquisite client support to your client and WOW them every step of the way, it won’t matter if you bring on 50 clients in the next 30 days. You’ll look unprofessional, everything will slip through the cracks, you won’t be the best coach you know you can be (and that they deserve) and you’ll be constantly “coaching by the seat of your pants” instead of fiercely supporting them into their greatness.

So what is sexy about the back end of your business that allows you to fiercely and confidently be organized, look professional, and be certain to deliver beyond what you promise? EVERYTHING. And if you still don’t think the hundreds of necessary tasks required to start, organize and run your coaching business is sexy, then you had better locate the people, tools and resources you need to provide that sexy for you.

So leveraging the right people, tools, technologies and resources around you to integrate these very sexy elements into your business is the KEY to creating consistent cash flow and a steady stream of clients!

Piece-mealing these elements together with multiple technologies – NOT SEXY.
Waiting until you have clients until you put these into place – NOT SEXY.
Coaching-by-the-seat-of-your-pants – NOT SEXY.

If you are ready to make your back end sexy – we are here and would love to make you look profoundly professional and empowered with the confidence of a seasoned professional. It’s time to add “sexy” back into your business! Try out what a professional, automated coaching business experience is like for free by clicking here.

Posted in: Marketing & Promotion, Professional Development

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4 Important Messages from Unsubscribes

By Newsletter and Email Marketing Expert Linda Claire Puig

Rejection is never easy to deal with. It just doesn’t feel good. And unsubscribes are, indeed, a form of rejection.

However, inside every unsubscribe is a hidden message that may hold important information for you about your business. Here are 4 important ones:

  1. You’re not “getting” me. This could mean two things. It could be that you aren’t clear about what your audience needs and wants from you. Spend some time discovering more about your list, such as what keeps them up at night and what are their biggest dreams for their lives.

    If, however, you are perfectly clear on your audience and sending relevant, valuable information that addresses their needs and wants, then the other possibility is that you are not the right professional for them. They are not your tribe because you are not their chief. Nothing personal, it’s just not the right connection.

  2. I’m not getting enough value from you. If you only send promotions — always asking and taking, and not giving — or if you hide out and don’t send much of anything, anytime, you are not giving your subscribers a reason to stay.
  3. Don’t assume. People unsubscribe for MANY reasons, and you’ll never know precisely what most of those are. Among those reasons could be a sudden change in family circumstances, a career shift, even death. Don’t assume that all unsubscribes are a rejection of you or that you are doing something wrong. NOT assuming is an important skill for sales conversations, too!
  4. I don’t remember you or why you’re emailing me. This typically means you have not been emailing frequently enough, or you’ve started skipping issues. This is why it’s so important to follow up immediately and regularly when someone subscribes to your list, so there’ll never be any doubt about who you are or why they signed up for your newsletters in the first place.

Notice that among these hidden messages, I have not listed, “You’re sending too much email.” That’s because complaints about frequency are mostly about value and relevancy. If you’re sending relevant information to your subscribers that they perceive as valuable, frequency will almost never come into the equation.

For example, I have received a number of sweet emails from my own subscribers letting me know that as they act to reduce the volume of email in their inbox, my newsletter is NOT on the chopping block, even though I’m an assertive marketer. That’s because they VALUE the content I send and it is relevant to their goals and objectives.

By the same token, those who DO unsubscribe from my list, do not value what I send ENOUGH to stick around. I ask constantly, and I suggest you do the same, “What can I do to bring more value to my subscribers so that they WANT to stick around, so that they LOVE getting my emails?”

Linda Claire Puig’s foundational newsletter  and email marketing training, the 6-Figure Newsletter Secrets Virtual Intensive, contains EVERYTHING you need to develop an integrated, elegant, money-making newsletter and email marketing SYSTEM that can catapult your business into 6-figures and beyond.

Discover how to put together newsletters, autoresponders, promotional emails, hot list-building and partnering strategies and MUCH, MUCH more into a seamless communications system that supports and promotes your business like nothing else.

And if you hurry, you may still qualify for one of the Fast Action Tuition Vouchers that get you $800 off your tuition. Click here to learn more.

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