Blog

Archive for 'Professional Development'

“Oh, Crap, Now What?”: How to Avoid Overwhelm, Exhaustion and Feeling like a Fraud When Your Business Takes off Without You and the You-Know- What Hits the Fan!

by: Melinda Cohan

“She said, ‘yes!”

Kate Steinbacher, Co-founder of The Coaches Console, had just landed her first coaching client.

She was excited … and shocked. She’d just started her coaching business, and thanks to being a natural-born networker and a charming extrovert, she already had people lined up, excited to work with her.

Only, she didn’t have any systems in place for supporting her new client … or the clients she hoped would follow.

So Kate did what any typical coach would do. After she got her first, “yes”, she picked up the phone, called her mentor coach and said …

“Oh, crap! Now what?”

Like many coaches, Kate operates primarily from her right brain, creativity taking the lead.

Operating a business is more of a left-brain activity, requiring logic and organization.

(Ah yes … I’m betting you know where this is going!)

For the first year of her business, Kate let her creativity and her passion for coaching run her business. She loved coaching! She felt lucky she was getting paid to do it. In that way, she operated from the mindset of a Hobbyist. But she had the goals of a Business Owner – to make a big impact and great money.

Rather than putting systems in place (like a Business Owner would), her “official plan” was to call her mentor coach every time she ran into another part of her business with which she needed help and say, “Oh, crap! Now what?” (Sounds like a Hobbyist, right?)

From all outward appearances, this plan was working well for Kate. She was getting and supporting more clients, and she was having fun. She was professional, credible, and thriving.

But from Kate’s perspective, things looked quite different.

Her approach was costing her time and money. She was so disorganized (her own words!) that it took 3 months for her to receive money from her clients. In one situation, she was so embarrassed about her lack of organization that she waived her client’s invoice all together! (If Kate were here, she’d tell you the same story, herself.)

She struggled to manage her time, and soon became very overwhelmed and stressed trying to juggle everything herself.

This is typical for most coaches and “start-up, service-based entrepreneurs” (those who have a set of skills and/or services they offer to a group of clients).

They discover they have a passion that is really a calling. They bravely venture into entrepreneurship. They work with mentors and teachers who begin to educate them on everything, the hundreds of necessary tasks they need to start and run a business.

Then, overwhelm sets in.

There is so much to do and so much to learn, and without a system, running a business can feel incredibly stressful.

(One of our Coaches Console members described her start-up experience before she began using TCC as “holding everything together with spitballs and duct tape”!)

Seriously – combine these things …

  • Learning the hundreds of details necessary for running a business
  • The desire to appear professional and organized
  • The urgent need to make money
  • The fear of failure and fear of success

… and you’ve got the recipe for overwhelm.

Everything feels urgent and important.

Fortunately, although we can’t decrease the number of details involved in running a business, or the desire to appear professional, the need to make money, or the fear of failure, we can offer you a solution to this overwhelm!

The cure to overwhelm is to prepare for clients before you get them.

Yes, you read that right: before you have any clients, you should set up effective systems for attracting, converting, and supporting them.

Your fear-based ego may be jumping in right now, exclaiming,”But wait! What if you never get any clients? Why would you waste time and resources creating these systems if you fail?!” Or, “You need money – just go out and get clients!” Or, “You’re smart. You’ll figure this out later.”

Let that go.

Take a bit of time up front, as the CEO of your business, to learn and understand the best practices necessary for laying that foundation. Be proactive, rather than reactive.

And find a mentor who can show you the way.

Kate had a great mentor, but she was in reactionary mode. She did not take the time to become proactive, and therefore she spent her first 3 years of business stressed, overwhelmed, and feeling scattered.

We would LOVE to help you avoid those “Oh crap!” moments!

To help you become more proactive, we want to share the 5 Critical Keys to Your Thriving Coaching Business. Later, we’ll go into more depth, but for now, you can begin thinking about whether you have these keys in place.

Critical Key #1: Attract. The first step is to attract your ideal clients, so they know who you are and what you have to offer.

Critical Key #2: Engage. Once you’ve found those leads, it’s time to engage them and give them a taste of the transformation they can experience by working with you.

Critical Key #3: Convert. When you’re looking for leads, you plan to turn them into clients, right? This is where you do just that, so you can make your impact and grow your business.

Critical Key #4: Support. Once the ink is dry, it’s time to ensure your clients enjoy working with you and feel supported.

Critical Key #5: Refer. You’ve heard it before and we’ll say it again: word of mouth is, hands down, the fastest way to grow your business. Make it easy for your clients to refer their friends to you.

Consider this your homework! Take a few moments now to jot down some notes about these 5 Keys as they relate to your business.

Finally, be on the lookout later this month for additional resources to help you flush out these 5 Keys, identify the best practices for each, and discover how to organize and implement them in your business.

Posted in: Professional Development

Leave a Comment (0) →

Your Niche Is NOT a Person: How to Nail Your Niche So You Can Grow Your Business and Make a Bigger Impact

by: Melinda Cohan, July 29th, 2016

You’ve heard it a million times before: “Choose a Niche.”

It’s common—and solid—advice. I know, it can be so annoying when you hear it. In fact, that advice used to make me want to punch someone in the face! But when I changed my perspective, I began leveraging the power of the niche, and I was able to grow my business and make a bigger impact.

slide3

Why?

Choosing a niche allows you to fine-tune your marketing, to make it laser-focused and effective. It enables you to support your clients on a deeper level.

But …

So many new coaches misinterpret this advice and believe that choosing a niche means they’re confined to supporting a certain type of person; that they’re forever limited in how they can use their coaching gifts. Further, it may seem like choosing a niche forever limits your revenue. (I know, I’ve experienced this mindset, myself.)

As a result, many new coaches decide not to select a niche, believing their passion is bigger than that. (Incidentally, this is a Hobbyist’s mindset, which doesn’t work once you’ve moved up to the next rung of the ladder on the entrepreneurial scale.)

The root of this problem is in how people define “niche.”

So often, coaches mistakenly come up with a client avatar, and call it a niche (for example, if you’re a relationship coach, you may believe your niche is 30-year- old men on the brink of divorce, who earn a certain amount and have 3.2 children).

If that’s not a niche, then what is?

The dictionary defines “niche” as a specialized but profitable corner of the market.

To take it one step further, we consider a niche a set of challenges a common group of people face … and the results they desire.

When it comes to nailing your niche, then, you must identify a specific set of challenges your coaching can overcome, and results it can achieve. Then, you must find the most common collection of people who face these challenges and desire these results.

From this perspective, you can focus on a select group to make your marketing laser-focused, but you can still attract different types of people from many areas.

For example, TCC helps people overcome these challenges: not making money, struggling to get clients, and overwhelm. The results they most want: to get more clients, earn more money, and make a huge impact. When we look at all the people in this niche, we zero in on coaches. Our marketing is geared toward coaches, but we also attract many others in this niche, including nutritionists, personal trainers, consultants, massage therapists and more.

Let’s go back to the relationship coach example.

It’s your passion to support people in relationships. But your niche is not the men, or the women, or the couple. Your niche focuses on the top 3 challenges those men, women, and/or couples face when they’re in relationships … and the top 3 results they desire.

Make sense?

What’s really awesome about defining a niche in this way is that it actually frees you up to work with more types of people.

You’re not tied down to marketing to men, OR women, OR couples. Instead, your marketing focuses on all the people experiencing the top challenges and desiring the top results you previously identified.

In other words, may actually have the chance to work with men and women and couples!

Here’s where it gets even better: when you can clearly articulate your niche according to challenges and desired results, you can create more effective marketing copy for your website, sales pages, program descriptions, email campaigns, and more.

Because you’ve dialed in on those challenges and desired results, you can use the same language your ideal clients use. This conveys the message that you understand what they’re facing and can help them.

Your marketing becomes laser-focused. And when your marketing is laser-focused, it attracts, engages, and converts potential clients.

So, yes – nailing your niche is a must! It’s a key foundation to your marketing success, no matter which marketing strategy you use. (And, as a huge benefit, it will help you avoid failed marketing attempts that cost you time, money, and energy!)

How confident are you that you’re able to deliver what you’ve promised in your marketing … that you’re able to help your clients solve their challenges and achieve the results they desire?

If you want to pinpoint critical issues and identify steps you can take NOW to feel more confident about setting up, marketing, and succeeding with your coaching business, take our free Business Confidence Quiz now.

The quiz delves into the 5 critical keys to a successful coaching business: attract, convert, engage, support, and refer, and when you complete it, you’ll receive personalized tips to help you become super-confident, organized, and professional in your coaching business. It takes just a few minutes, and it’s free. Take the Quiz here, now.

Posted in: Professional Development, Uncategorized

Leave a Comment (3) →

Hobbyist vs. Business Owner – Understanding the Distinction

by: Melinda Cohan, Jul 25th, 2016

Are you a Hobbyist, or a Business Owner?

Understanding the distinction is a crucial step in your entrepreneurial journey. This single insight can seriously impact the level of success you experience in your business, and with your coaching.

Failing to understand it may cause you to hit the upper limits of your success without your even realizing it … and no matter how great your efforts, you will not see the results you desire.

Over the past two weeks, I published a 2-part series on The Evolutionary Scale of an Entrepreneur, in which I described the following 5 rungs on the ladder:

  1. Technician
  2. Hobbyist
  3. Business Owner
  4. CEO
  5. Shareholder

In case you missed those posts, a Technician is typically someone who secures a job doing something she’s really good at, and that she truly enjoys doing.

Most coaches/entrepreneurs have the courage to move beyond Technician, and become Hobbyists … and that’s where they often get stuck. They fail to move on to the next rung: Business Owner.

Why?

Because while they set goals and intentions as Business Owners, they operate from the mindset and commitment levels of Hobbyists.

Here’s the great news:

When you can bring your mindset and actions into alignment with your goals and intentions, you can finally move from Hobbyist to Business Owner … and reap the rewards, which include increased cash flow, greater fulfillment, and more FUN!

As a quick note, neither Hobbyist nor Business owner is good or bad, right or wrong. They’re just 2 different ways of running a business. The point here is that to achieve the level of success you desire, your mindset must align with your goals and intentions. When you create this alignment, you experience peace, results, and happiness.

Take a look at the following chart, which outlines the distinction between Hobbyist and Business Owner in several key areas of a business.

 

business-vs-hobbylist-Long-version

Thanks to all of the above, Business Owners coach more clients, make more money, and make a far greater difference in the world.

Now, both Hobbyists and Business Owners can be great coaches.

They just have different mindsets, actions and goals for their business.

So let me ask you an important question:

Are you reaching the level of success you desire? Are you making the impact you want to make?

If you are, then exactly where you are is perfect, whether you’re a Hobbyist or a Business Owner.

If you’re not, take a closer look at the distinction between Hobbyist and Business Owner to identify where you are and where you want to be.

Then, place your attention on closing that gap, and as you move up to the next rung of the ladder on the entrepreneurial scale, you’ll start experiencing the level of success you envision for yourself, while having the desired impact you wish to have on this world.

Stay tuned for next week’s article, in which I discuss the truth about defining your niche. Here’s a hint: your niche is not a person! (Gasp! I know – and I can’t wait to share this information with you!)

Why is this an important part of this 5-part series? Well, when you move to the Business Owner rung of the ladder on the entrepreneurial scale, you absolutely must create a clear foundation for your marketing, just as you do in the back end of your business. Nailing your niche is critical, before you can even begin getting “out there” and landing clients.

Meanwhile, if you are ready to be the Business Owner you know you can be, so your business can make its biggest impact, start by pinpointing critical issues and identifying steps you can take NOW to feel more confident about setting up and succeeding with your coaching business! Take our free Business Confidence Quiz now.

The quiz delves into the 5 critical keys to a successful coaching business: attract, convert, engage, support, and refer, and when you complete it, you’ll receive personalized tips to help you become super-confident, organized, and professional in your coaching business. It takes just a few minutes, and it’s free. Take the Quiz here, now.

Posted in: Professional Development

Leave a Comment (3) →

The Evolutionary Scale of an Entrepreneur: Where You Think You Are Versus Where You Really Are

by: Melinda Cohan, Jul 7th, 2016

Note: This is the first article in a 5-part series designed to guide you in aligning your business mindset, actions, and goals, and therefore supercharging your productivity and success. (episode 2, episode 3, episode 4, episode 5)

Do you remember the first time someone referred to you as an entrepreneur?

I’ll never forget the first time someone called me that. It was like a badge of honor—one I didn’t deserve.

I didn’t consider myself an entrepreneur; I was a coach. I thought: An entrepreneur is someone who takes big risks, does their own thing and is SUPER smart and savvy. I don’t know anything about business! I’m not business savvy. Sure, I’m a good manager and great at the work I do, but to own my own business? No way!

After all, at that point in my life, I had been fired from my job and had decided to turn what was then a fun hobby—coaching—into something that could support me financially.  And that was exactly how I thought of it: coaching was something I was really good at and loved doing; I consider it my higher purpose, even – and I also got paid for it. (Which of course, is just awesome, right?)

The thing is, I was a “technician” (or as some would call it, a “practitioner”), getting paid to do something I was good at – and something I loved.

That’s a FAR cry from being an entrepreneur.

For me, the technician mindset was all well and good, until someone else saw me as an entrepreneur… and that was the spark that allowed me to begin to see myself as one, as well. That’s when things really changed for me. In fact, that’s when I was able to achieve rapid growth and success with my coaching.

What does this mean for you?

If you’re in the “I’m a coach,” mindset, you may set goals and intentions as a business owner, but you still take action as a coach – as a technician.

Therefore, you don’t grow your business as effectively as you could.

If you can get into the business owner mindset, your actions will align with it, and you’ll supercharge your productivity and success.

That said, let’s talk now about the evolution of the entrepreneur.

Imagine, for a moment, a ladder.

The Evolution of the Entrepreneur starts at the Technician Rung.

The next rungs are Hobbyist, Business Owner, CEO, and Shareholder.

I want to ask you to take a moment right now to decide which of those rungs you are currently on, in your business.

Don’t think about your answer too long—just throw it out there.

Now, I’d like to invite you to answer a few questions to help you determine which rung you’re really on. 🙂

Then, in my next article, I’ll outline the specific characteristics of each rung, and how to move from one to the next, so you can run your business AND live your life with the success and freedom for which you work so hard.


 

The Quiz:

  1. When someone asks you “what do you do?” how do you respond?
    1. “I’m a coach”
    2. “I help people” (or some extended variation of this)
    3. “I own my own business where I coach people”
    4. “Through my products and services I help people accomplish XYZ”
    5. “I’m invested in businesses”
  2. When it comes to being an entrepreneur, what are your biggest fears?
    1. “Will I have to get a j-o-b so I can make enough money?”
    2. “Will I hire the right people?”
    3. “Will I be able to scale my business and leverage my full team?”
    4. “Can my team members and Directors really do as well as me, and take care of this business as if it were their own?”
    5. “Will this bring me my expected return on investment?”
  3. When it comes to being an entrepreneur, what are your greatest desires?
    1. getting paid to do something I love
    2. helping clients, making money, and having a big impact
    3. working smarter, not harder
    4. leveraging a team to scale the business so it runs without me
    5. creating consistent passive income
  4. When it comes to marketing, which is the most accurate?
    1. You get furious when someone tells you to pick a niche.
    2. You dabble in different approaches, rather than having a consistent strategy for bringing in a steady stream of clients.
    3. Your marketing is effective and you see a steady stream of clients and cash flow as a result of your efforts.
    4. You have multiple marketing strategies in place, and they’re all generating steady streams of clients.
    5. You’re researching vertical markets you can serve.

 

The Analysis:

If your answers are mostly A’s: you’re operating from the mindset of a Technician.

If your answers are mostly B’s: you’re operating from the mindset of a Hobbyist.

If your answers are mostly C’s: you’re operating from the mindset of a Business Owner.

If your answers are mostly D’s: you’re in the mindset of a CEO.

If your answers are mostly E’s: you’re in the mindset of a Shareholder (if this is you, congratulations!).

Why congratulations?

You’ll have to wait for next week’s article … 😉

Stay tuned to your inbox for Part 2 of this article series, in which I outline the characteristics of each Rung, and provide you with specific steps for moving right on UP the ladder … from Technician to Shareholder.

Posted in: Professional Development

Leave a Comment (2) →

The #1 Motivator of Successful People, And Why You DON’T Want It…

What is the #1 motivator for most people who strive for and even achieve success?

It may surprise you…

I’ve met and coached a lot of people over the years in my journey to success and abundance and I’ve come learn that there is true success, and then there is something that I call ‘apparent’ success. And the one thing that differentiates the truly successful from the ‘apparently’ successful, is their underlying motivation.

There are lots of people who are striving and working hard to support their families, to advance in their careers, to climb the corporate ladder, or to run their own businesses who are NOT doing it because they really LIKE what they do, but because they place a high value on SECURITY. Because they want to provide for their themselves, their families, their future, and they are afraid of what might go wrong if they don’t work really hard.

Often they sacrifice their time, their health, and even relationships with the very family they are seeking to provide for, in order to create a freedom that will arrive ‘someday’. That ‘someday’ is always in the future, dangling in front of them like a carrot that is always out of reach… it’s not here and it’s not now. In the here and now, they have trouble enjoying their lives, because they are always hustling, always chasing, always stressed out, and living for that ‘someday’ when they can slow down and really enjoy their lives.

When you dig into this, what they are motivated by is FEAR.

Fear can be very motivating! And in a lot of ways that can have its usefulness. You can get a LOT done in the fear mode. You can qualifications in fear mode. You can get a job in fear mode. You can get a mortgage in fear mode. You can even get ‘apparent’ success in fear mode.

And it’s not surprising that so many of us are living in this state of fear. We may not even realize we are in it…

Every single day we are bombarded with messages designed to stoke our fears about security, scarcity, wars and conflict that increase our sense that there is ‘not enough’…we are bombarded with messages that we need to be better, smarter, more educated, fitter, thinner, whatever, in order to be OK (because somehow we are also ‘not enough’)… and then we are encouraged to appease and cover over our resulting anxiety and insecurities with material ‘stuff’… by buying something, eating something, drinking something, or distracting ourselves with TV, video games, social media etc.

It’s a vicious cycle of fear, followed by destructive and unhealthy numbing of that fear, followed by anxiety, health problems, and even depression.

The thing is, there’s a REALLY high price to having the ‘fear’ switch in our brains stuck in the ‘on’ position all the time. It keeps our adrenal glands pumping non-stop and leads to all kinds of stress-related conditions like muscle tension, headaches, and even excessive weight gain especially around the abdomen.

It can also lead to poor ‘knee-jerk reaction’ type decision making, leading to situations where even though we are crazy busy, we’re just spinning our wheels and not making much progress towards our dreams.

So fear is really one of those things that’s most useful in ‘fight or flight’ type crisis situations – when it can really save our butts – but not so great as a constant motivator in our lives.

It can be tough to break out of the fear mode once we’re in it, though, because it can be self-perpetuating.

If you’re feeling stuck in such a vicious cycle, trust me you’re not alone.

When we are stuck in this fear and consumption mode 24/7, it makes it hard for us to enjoy life’s simple pleasures. It really can hamper our ability to feel simple joy, happiness and peace in our lives.

It begs the question: Is there a better way?

What is real success and abundance, free from fear? What does it look like in practice? How do we choose it? And how can we all collectively change our mindset and choose a better way for the future of our planet?

Well, three years ago some friends of mine decided to start a journey to answer these questions. They wanted to challenge fear-based thinking and to foster a belief that true joy, abundance and happiness is available to everyone. They interviewed 17 different thought leaders from around the world and asked them how people can make the shift from fear to joy, from scarcity to abundance… and they made a film about what they found out, called The Abundance Code.

Click here to watch the full 90 minute film for FREE

This film is so inspiring, that I want to share it with you…

There are so many amazing people in the film!

  • NY Times Best-selling Authors like John Assaraf, Jeff Walker, Roger Hamilton and Bill O’Hanlon.
  • Mindset and Psychology Experts like Dr John Demartini, Dr Sherry Buffington, Dr Ruth Buczynski, Tim & Kris Hallbom, and Julie Ann Cairns.
  • Motivation and Happiness Experts like Dr Robert Holden, JB Glossinger PhD, and Satyen Raja.
  • Visionaries and Entrepreneurs like Sonia Simone, Victoria Labalme and Jon Gabriel.

If you’re like me, and you’re always looking for ways to enhance and create a life of fulfillment, joy and abundance… then you simply HAVE to check this out.

The Abundance Code film is launching 21st June, 2016. And for a limited window of 10 days you can watch it for FREE. The 3 minute trailer for this film has just been released and you can watch it NOW, and see for yourself why I’m so excited to be part of it.

Click here to watch The Abundance Code 3 minute trailer

This amazing and eye-opening film is launching to the world on June 21st with a 10 Day FREE Worldwide Online Premiere Screening. You will want to see it!

Click here to Sign up for the FREE Online Premiere

P.S. Go ahead and forward this email to anyone who you believe will benefit from it too…

Posted in: Professional Development

Leave a Comment (0) →

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.

Screen Shot 2016-04-19 at 8.16.31 AM

 

 

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

Leave a Comment (2) →

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

Leave a Comment (0) →

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

Leave a Comment (1) →

What’s YOUR Word for 2016?

The New Year is in full swing—woohoo!

Along with our best wishes for an efficient, profitable, streamlined 2016, we want to extend what we consider a very important piece of advice … one we’re confident will transform the way you do things and create unimaginable results.

Here we go:

You know how it’s been kind of a trend over the past couple of years for people to begin the New Year by choosing a single word that will serve as kind of a compass over the course of the next 12 months?

You may be nodding your head, thinking of words like: focus, determination, perseverance, planning, organization … and all of these are great!

What if you were to consider a different word, one that may feel a bit foreign at first …

FUN.

That’s right. FUN!

Yes, planning is good. Getting organized in advance is critical. Strategy and execution matter.

At the same time, FUN should be a cornerstone in your business plan. It should be a critical partner to focus.

You know we have a story to illustrate our point. 😉

During our last big promotion, there was one day when certain components of our plan weren’t working exactly as we anticipated. I (Melinda) was in a tizzy.

Yes, the Queen of Efficiency was super-frustrated, and the more I worked on the problem, the messier it got.

I called Kate to dump my charge about the situation, hoping that by clearing out the frustration, I’d be able to focus. Of course, it didn’t work.

I admit, the fun factor was nowhere in my mind in my efforts to sort the situation out, and fast.

The next thing I know, Kate was knocking on my door.

I opened the door, and there she was, smiling, from behind a huge bouquet of flowers. Immediately, a huge smile spread across my face.

Kate came in and led me in a dance break. (Not kidding … we danced around the room like kids!)

Instantly, I began to feel so much better, even though the frustrating situation hadn’t yet changed. I felt lighter and calmer. As we danced, I felt more confident in my capacity to address the non-working components of our plan.

Being on the receiving end of Kate’s kindness—and experiencing the gratitude that came with it—gave me the idea to send all of our promoting partners a bouquet of flowers too, to thank them for helping us realize our vision this year.

Kate and I received Facebook messages, texts, and emails that included pictures of our partners with the flowers. We read stories about the positive impact our special deliveries had on their day. They reported big smiles, along with feeling lighter, happier, calmer and more focused as a result of receiving the flowers.

In the moment when Kate brought me the flowers, something very scientific, physical, and biological happened. Kate’s smile triggered my smile. The dance break (even though, at first, I wasn’t in a fun frame of mind) released a chemical called nitric oxide, which resulted in increased levels of feel-good chemicals like serotonin and beta endorphins.

High levels of nitric oxide, in turn, provided me with increased blood flow to my entire body and internal organs.

Here’s the really cool thing: whereas working harder produces adrenaline that can damage and deplete your body, fun and pleasure fuel you and allow you to tap into creativity in bigger ways, see situations from a new perspective, and develop a greater number of potential solutions!

Again, focus is critical … but it works best when it’s partnered with fun.

Don’t confuse perfectionism with professionalism – you (and your business) don’t need to be “perfect.”

Pay equal attention to focus (strategy, organization, planning, and execution) as you do to fun, and see how it changes your 2016!

Maybe right now you’re wondering HOW, with everything you do in your business, can you add the fun factor?

Think about content creation, client support, creating marketing material, launching promotions, engaging in marketing activities and so on. How can you add in the FUN FACTOR?

I have one more story for you today: I was recently at a JV summit with 112 of our colleagues, and the moderator asked for one piece of wisdom that lead to the level of growth we’ve experienced year after year.

I found myself getting onstage and sharing the story about Kate and the flowers. After I finished speaking, one of the gals in the room—who is already quite successful and is planning to generate 6 figures in her business—approached me to tell me how much she appreciated hearing my story.

She had always operated on the belief that in order to create significant success, you have to simply work hard. She was so grateful to hear my “ray of sunshine” story at that moment. It gave her new hope that she could create the success of which she dreams, in a way that felt natural … in a way that would allow her to enjoy the process, along the way.

I believe you can do the same.

Which is why, as we head full swing into 2016, Kate and I would like to encourage you to focus on FUN, and on everything it can do for your business.

We have a feeling you’re going to like it!

As always, we’d love to hear about how this works out for you, so please feel free to drop us a line on our Facebook page.

Here’s to a Happy and FUN New Year!

Posted in: Professional Development

Leave a Comment (6) →

Who Are You … and Who Do You Need to Be to Achieve Your Desired Level of Business Success?

During a recent summit with our joint venture partners, one topic that kept coming up was: Who do you need to be to run a business and get the results you want?

It’s definitely a topic we found interesting! And that’s why we’ve decided to have today’s article be the first in a new series dedicated to mindset, and the role it plays in the success of your business.

The bottom line: your business success relies heavily on your mindset and the way you show up in the world … not necessarily on the strategies you learn and the actions you take.

In Michael Gerber’s book, The EMyth, he explains that just because you’re good at something, doesn’t mean you’ll be great at running a business doing that something. It’s all about mindset!

If you’re like so many business owners out there today, you decided to hang your shingle because you’re good at what you do. You have a specialized skill, and you believe you can earn more money working for yourself than you can working for someone else.

But if you’re still in the “employee” or “technician” mindset, you may have yet to experience the level of success you’ve hoped for, and this may be the result of one or more mindset mistakes.

The good news is that you can do the inner work to transform your mindset … and not only reap the rewards in terms of financial success, but also make a bigger difference in the lives of your clients.

Below, we outline 3 mindset mistakes you may be making now, and how to reframe them for maximum success.

Mindset Mistake 1. You show up and do the work … without understanding the relevance of the big picture.

Reframe. Obviously, delivering a specific service—like coaching—is a major component of your business. At the same time, though, you must focus on all the other aspects of running a business, from marketing and sales to invoicing and everything in between.

Business Success Mindset: Commit to developing a thorough understanding of how each piece of the business puzzle fits together, so you can implement each piece thoroughly and effectively.

Mindset Mistake 2. You are isolated and alone. You’re accustomed to functioning on your own, sitting at your desk and doing the work until it’s done.

Reframe. As a business owner, collaboration is critical to your success. Rather than viewing yourself as a lone wolf, view yourself as a member of a community of business owners.

Business Success Mindset. Become a member of a community of entrepreneurs in your field, and be an active participant. Ask questions, answer questions, give advice and ask for and offer support.

Mindset Mistake 3. You focus solely on implementation, and neglect inner work.

Reframe. Running a business is hard work, and a business owner’s to-do list is ever-present. As much as the implementation is important, so is self-improvement and inner work.

Business Success Mindset. Pay attention to your mindset! Dig deep into your limiting beliefs and thoughts. Acknowledge that thoughts play a huge role in creating your reality. Identify your limiting beliefs and work on dissolving them so you can create the reality you truly want.

To reiterate, the bottom line is that your mindset plays a much bigger role in your business success than your strategies and actions do. If you focus on developing a thorough understanding of how all the parts of your business fit together, becoming a member of a community of likeminded people and banishing limiting beliefs, you’ll begin experiencing massive results!

And of course, that’s what we want for you!

We’ll continue this mindset series over the course of the next couple of months, so stay tuned!

Posted in: Professional Development

Leave a Comment (0) →
Page 1 of 3 123