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Business Uncategorized

Sales tips for reluctant sales people

Sales Tips for Reluctant Sales People

Would it come as a surprise to you if I said we’re all sales people? It’s true.

Every time you have a prospective client on a discovery call, you’re making a sales pitch. Every time you send an email or write a blog post with an offer, you’re making a sales pitch. Every time you write an opt-in page, you’re making a sales pitch.

And you’re probably pretty good at it, too, or you wouldn’t be where you are today, would you?

So why do we continue to think we’re so bad at sales?

Sales Feels “Icky”

I hear this one a lot. You feel pushy or uncomfortable when talk turns to money. You don’t want to force anyone into a decision. You secretly think your rates are too high.

I’m going to be honest with you. This is one of those things that gets better only with practice. But the good news is, you don’t have to be on the phone with a prospective client to get that practice time in.

Instead, use the technique self-help gurus have been advocating for years: Look in the mirror and talk to yourself. Practice saying your rates out loud. Practice your segue from discovery to sales pitch. The more you do it, the more natural it will sound, and the less uncomfortable you will feel when on a real call.

Fix Your Mindset

What if you weren’t selling anything, but instead were simply chatting with a friend about the incredible new product that was going to change her life? You’re helping your friend to improve herself by sharing your experience with this new product.

That’s exactly how you should think about selling your coaching programs. You’re not trying to get your prospective client to spend money. Instead, you’re offering a solution to her problems. You’re genuinely helping her to overcome some obstacle in her life or business.

When you can turn your thinking around from “sales” to “helping” you’ll find it’s much easier to have the sales talk.

Don’t Be Afraid of the Follow Up

Most clients won’t say yes with the first call, and maybe not even with the second. But good coaches know that many sales can be closed if you simply take the time to follow up. Send a quick email and invite your prospect to:

  • Schedule a follow-up call to answer her questions
  • Read some of your testimonials
  • Review your coaching program outline or sales page
  • Or even join a different program of yours that might be a better fit

Don’t let that old “I’m not good at sales” thinking get in the way of making a real difference in people’s lives, and in growing your business and your profits. With these easy tips, you can quickly turn your sales blocks into a system for landing new clients consistently.

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Business

How to make money with a free event

How to Make Money With a Free Event

If you’ve ever hosted a virtual summit, then you know how much work they can be. You spend weeks planning, foot the bill for graphics and landing pages, shell out for webinar systems, and pay for Facebook ads. Not only that, but you have to invest time and energy in recording interviews and piecing all the technology together.

Sure, you’re adding lots and lots of names to your mailing list (at least we hope you are), but if there’s no money to be made on the event, is it really worth it?

Yes! Because there most certainly is money to be made, even in a free event.

Backend sales. One of the biggest benefits of hosting an event is the opportunity to grow your mailing list, so hopefully you already have an autoresponder that’s working well in terms of driving sales and affiliate commissions. If not, then spend some time creating follow-up emails that specifically promote your products and services, and those of your colleagues and JV partners.

Upsells and downsells. As you’re setting up your summit funnel, be sure you’re adding in logical up- and down-sells in appropriate places. Some common locations for upsells include:

  • Confirmation pages—this is the page registrants see immediately after they opt-in, but before they confirm their email address. Typically it will say something like “Check your email now” but you can (and should) also include an upsell here.
  • Thank you pages—this is the page registrants will see after confirming their email. This page tells them what to expect next (dates and times of your event, where to log in, etc.) and like your confirmation page, should also include something for readers to buy.
  • Downloadable content—if you’re offering a transcript, workbook, or other downloadable item, remember to include an advertisement for a related product or service.

Your webdesigner can set up these pages for you, or you could use pre-existing software like Leadpages to get the pages up and running quickly.

Extended access. Many summit hosts allow registrants to watch the event for a very limited time, and sell extended access.

Repurpose the recordings for paid products. Bundle your recordings with transcripts or other related content and turn them into stand-alone products you can sell to your list.

Just because your initial event is free to attend doesn’t mean it’s not profitable. With a little thought and planning, you can not only recoup your initial investment, but even make a tidy profit on your next free event.

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Business

Need more clients? Think like a farmer

Need More Clients? Think Like a Farmer

Think all a farmer has to do is wait until fall to harvest truckloads of delicious tomatoes or corn or squash? Think again! That farmer has worked hard all year long to prepare for that week or two of reward.

He prepared the ground following last year’s harvest.

He planted seeds in the spring.

He watered and fertilized and protected his fragile crops from pests and drought and poor weather.

And finally, after months of work, he enjoys the results.

Your coaching business works the same way, and if you take a page from the farmer’s playbook, you’ll soon be reaping the rewards, too.

Preparing the Ground

This is your brand, your voice, your very presence in your market. If you’re just starting out—like that farmer after his harvest—you’ll spend your time simply becoming known.

Hang out with other coaches in your niche. Join forums where your ideal clients spend their time. Build a website and start your mailing list. This is the prep work that will form the foundation of a solid business in the future.

Planting the Seeds

Your seeds are your content and products. With each blog post you write, every product you create, you’re planting a seed you can harvest later. But unlike the farmer, your seeds will produce over and over again, endlessly.

In fact, you’ll likely find that blog posts you wrote years ago will continue to bring in new clients year after year, with no further help from you. Products can be sold over and over again, or reworked into new offers. Podcasts, videos, ebooks and more all continue to work for you, month after month, year after year.

When you think about it that way, it’s easy to see that planting seeds is a critical part of every business.

Nurturing Your Crop

Wouldn’t it be nice if you could just “set it and forget it”? Unfortunately, that style of business rarely works.

Instead, you must spend time nurturing.

  • Stay in touch with your email list
  • Update old blog posts with new ideas
  • Study your stats to improve your traffic and conversions
  • Improve your products

It doesn’t take much effort to update your blog posts or tweak your products, and the rewards can be fantastic.

Of course, being a farmer is a long-term investment. The work you do today may not pay off for weeks or months to come. But with a strong history of consistent “farming” in your business, you’ll soon see that those long-term rewards are paying off consistently as well.

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Business Uncategorized

Coaching business makeovers: It’s time for a change

Coaching Business Makeovers: It’s Time for a Change

When is the last time you changed the theme on your website? Changed your headshots? Rewrote your “About” page?

If the answer to any of those is more than a year ago, listen up, because big coaching paychecks require more than a fancy sales page and an email pitch. If you want to attract high-end clients, you have to look and act the part.

Headshots Done Right

We all looked better ten years ago, but that’s no excuse for using old, outdated or—heaven forbid—amateur headshots.

When you’re selling coaching programs that range into the five figures, looking professional is critical, and that starts with great headshots. Hire a photographer who specializes in portraits for speakers and coaches. Expect to spend a few hundred dollars for a selection of high-resolution images you can use in all your marketing materials, including on your website.

Get Your Website Redone

Speaking of websites, if you’re still using the same theme you designed yourself, it’s time for a new look. While you can say that potential clients should not judge you by the way your site looks, they will. A clean, modern website will work wonders to improve your credibility and start attracting the right clients.

While you’re at it, take some time to solicit new testimonials. Don’t just load them all up on a single page though. Take the best ones and add them to your sales page, put them in your email newsletters, and include them in your lead-gen materials as well.

Don’t forget your “About” page, either. This one is hard for most people, so it’s a good idea to have someone else write this, or at least have a writer revise the one you wrote. Remember to include your most recent accomplishments, any awards or accolades, your speaking engagements, and anything else that lets people know you’ve got what it takes to help them grow. Include a few personal details as well, so readers will feel as if they know you just little better for having read it.

Lastly, remember to update your social media profiles as well. LinkedIn, Facebook, Twitter and others have a long reach, so you want to ensure that no matter where potential clients find you, the information is consistent and professional.

Getting new headshots and making over your website might feel like a waste of time, but the truth is, people do judge a book by its cover, and you often only have a second or two to make an impression. Make sure it’s the best one you can make.

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Business Coaching Productivity

4 Distractions That Drain Your Focus on Your Goals

There are plenty of distractions in the modern world. They take away your focus and your energy and can stop you from having the life you want. If you’re not hitting your goals, maybe it’s time to look at your main distractions and do something about them.

Here are the most common distractions that are likely stopping you from living your best life.

  • Social media

It won’t surprise you to hear that the biggest distraction for most people is social media and the hours it eats out of the day. Take a quick look at your Instagram feed or Facebook, and before you know it, you’re mindlessly scrolling through what looks like other people’s perfect lives.

It’s time to take stock and decide how much of your life you want to spend watching what other people are doing. Set some boundaries about when and how long you will spend on social media. Take a look at your “friends” and see if they’re people you want to know. 

  • Smartphone

Smartphones are great tools, but they can quickly become a huge distraction. Look around and see how many people are walking down the street with their eyes glued to their phones. Think about how long you can go without checking your phone. Try leaving your phone in your purse or your pocket when you go out for a meal. Leave it at home when you take the dog for a walk.

Another tip is to cull some of the apps on your phone. Work out what you need and delete the rest. And remember mobile games are one of the biggest time-sucks. Think about how you want to use your time and be strategic about how you use your phone.

  • Online watching

How much time do you waste watching meaningless YouTube videos or binge-watching box sets? These might feel like simple, relaxing things to do, but if you’re not careful, they can drain as much time as social media.

Keep focused on how you want your life to be and make decisions about how much recreational TV you want to watch.

  • Negative people

Giving your time away to negative people can be damaging to your success. You can probably name the people at the office or in your life who drain you of energy and who take up a lot of time with their complaining, attention-seeking, and neediness.

If there are people around you who are undermining your chances of meeting your goals, you need to set some healthy boundaries and get out of their orbit. Look for positive, high energy people who will support you and cheer you on.

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Business New beginnings

The benefits of getting organised

Getting organized is not just a good idea because your mom said so. There are lots of benefits to being in control and developing a clutter-free lifestyle.

  • Less stress

When organized you are automatically less stressed, you know where your keys, wallet, important papers, phone charger and phone are. Similarly, if your project plan is up to date and you complete your reports on time, there’s no need to worry about on-the-spot requests for project updates or meetings.

  • More time

Planning your time and keeping up-to-date means you can allocate time for everything in your life, including downtime. Being organized means, you won’t get sidetracked or panicked by not being able to find important items. You’ll be punctual and more productive.

  • Ready for the unexpected

You can be prepared for last-minute requests or deadlines because you’re not distracted by untidiness or the mental cloud of not being quite sure where things stand. That is true for everything from planning your child’s birthday party to that big project at work you are overseeing.

  • Better health

Studies have shown that being organized has demonstrable health benefits. Lower stress levels mean lower blood pressure and less body inflammation. Also, your immune system is stronger, and you’re less likely to be at risk of depression. You set up a positive feedback loop that spills over into other areas of your life. Better organization habits lead to better eating, exercise and sleep habits.

  • Nothing feels overwhelming

Having your life running smoothly, means you’re much calmer and in a better mental position to deal with things. You can look at your to-do list without panicking because you know you can do it. You know that you can tackle the list task-by-task without feeling overwhelmed.

  • More energy

It might seem counter-intuitive but putting effort into planning and organizing your life gives you more energy. You’re less stressed because your mind isn’t obsessing about all the stuff you have to do. When you have a plan, you’re in control and know you can get it all done. If your papers, ideas, and tasks are in order, you can see a way through. Life is no longer a chaotic mystery!

Finally, being organized signals trust and reliability. If you are on time, follow through on your commitments and are ready for whatever comes at you, you will project an image of professionalism and responsibility. You will look promotion-ready and get more respect from your colleagues and your family.

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Business Dealing with change

Working from home tips

If you are a first time remote worker these tips might come in handy for you. I’ve been working “remotely” for a number of years now and have learned quite a few things. A lot of advice jumps right to all the tech requirements, but few consider the practical adjustments to get yourself off to a good start and create new working habits and behaviours. The image below lists a couple of the most important tips to get you up and ready to go.

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Business Dealing with change

Fear based decisions are bad for business

Fear-Based Decisions Are Bad for Business

At one point, every business owner will find herself in a troubling situation. Revenue is down. New clients are scarce. Profits are falling, and a peek at the financials is enough to bring on a full-fledged anxiety attack.

Unless you’re Mark Zuckerberg or Bill Gates, chances are you’ve experienced that sinking feeling of a business that’s trending downward, too. But how you handle it can mean the difference between continued success and business-killing burnout.

Here’s where a lot of coaches get it wrong. They start to worry about money, and that worry leads to poor decisions that ultimately have a negative impact not just on finances, but—maybe more importantly—on morale, too. Maybe you know what I’m talking about.

You Take On The Wrong Client

When business is down, it can be tough to keep your ideal client avatar in mind. Instead, you jump at the chance to work with anyone who comes along. The trouble with this scenario is you can find yourself with a roster full of clients who:

  • Aren’t willing or able to do the work required
  • Spend all their time telling you why your ideas and advice won’t work
  • Drain your energy and make you dread your office

You Stop Creating

And who can blame you? With profits down, you have to pull back. You can’t afford to spend time and money creating new programs, so you recycle the ones you’ve already produced.

Now, this would be ideal if you were repurposing with a positive intent. Turning your ebook into a group coaching course? Perfect! But that’s not what your fearful brain is telling you.

Your fearful self is saying, “Just re-release this same product again, so I don’t have to have new sales copy written or record new videos.”

And while this might help bring in a bit of cash short-term, it won’t do anything for your reputation or your self-esteem.

Yikes! That’s no way to operate a business, but that’s just what a fear-based mindset can do to you. Better (much better) to hold out for that perfect client. And while you’re waiting, take what you’ve learned from your drop in sales and create the killer program your audience is clamoring for!

 

 

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Business Money mindset

No more ROI: The real way to sell High Priced Packages

Want to know what keeps a lot of coaches and service providers from charging what they’re really worth?

It’s that all-too-common belief that “I am not a sales person.” Combine that with a healthy dose of “It’s rude to discuss money,” and you can see why it’s just easier to keep your rates low.

It’s time to think of your services from a different angle. Not only will you see things in a clearer light, but selling suddenly won’t feel so…salesy.

Here’s how traditional pricing discussions go:

You talk to a potential client, and you explain what you can offer, how your coaching or service works, what he or she can expect (how many calls/emails, phases of work, length of contract), etc. And then you say, “My rate is $XXX.00.”

Your client either says yes, no or (the kiss of death) maybe.

Let’s turn that around, and rather than focus on what he or she will get from YOU, take a look at what she will achieve when she hires you.

For a business coach, this is easy. Talk money. How much more profit will your client make when she hires you? If your coaching fee is $1,000 per month, but you can show her how to increase her sales by $3,000 per month, then your price is inconsequential. She’ll earn it back three times over, not only while you’re actively coaching her, but for the rest of her business life.

Who wouldn’t jump on that with both feet?

What you’re doing here is not talking about the cost of your coaching, but rather the cost of not hiring you. Because if she doesn’t work with you, she’s losing $3,000 per month.

What about other kinds of coaches though? The same applies, you just have to find a way to show your clients the cost of their inaction.

If you’re a life coach, inaction (to your potential client) might mean years of feeling unhappy and unfulfilled. Imagine what it might be worth to your client to lift that depressing burden forever?

The same goes for health and wellness coaches. Can you add 10 years to the life of an unhealthy, overweight man? That’s priceless.

What about dating coaches? For someone who’s been unlucky in love, in and out of one bad relationship after another, the promise of a man (or woman) who will love and cherish them is worth nearly any price.

You just have to paint the picture.

What will life/business/love look like without your coaching services, and what can it look like with you? Once they see the difference, pricing becomes nearly irrelevant.

 

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