Sales and Marketing for Coaches copertina

Sales and Marketing for Coaches

Sales and Marketing for Coaches

Di: Catherine Van Wert
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A proposito di questo titolo

 Do you want more of your consultation sessions to convert to paid clients? If you are a life coach who loves to help people AND you want to take your income to the next level, you are in the right place. In the Sales and Marketing for Coaches podcast. Certified Coach and Business Expert Catherine Van Wert, MBA, teaches you all about the five essential pillars of running a profitable coaching business. You will learn what it takes to create a sales experience that feels fun, easy, and effective. You will know how to overcome money objections, show value, and create urgency through effective relationship-based selling. Throughout this podcast, you will learn how to use your superpower as a coach to connect with clients and make them want to work with you. Ready to create more clients and profit? Tune in and let the fun begin! Economia Gestione e leadership Leadership Marketing Marketing e vendite Successo personale Sviluppo personale
Episodi
  • What you are REALLY selling on a consultation call

    What you are REALLY selling on a consultation call
    Aug 12 2021
    What are the things that you are making sure to do on your consultations? You’re getting the client’s exact words, getting more in depth on the problem they need help with, what they’ve tried before, why it hasn’t worked.  What is the connection? The first stage is rapport and pleasantries, the second stage is problem management and the third stage is exposing the bigger issues behind the presenting problem.  Your goal should be to get that third stage in your calls. That’s where the deeper connection and trust is earned. Selling without deeper connection is costing you sales because you didn’t earn the trust that allows you to ask the harder questions.Connecting is not just about understanding their point of view but it's about gaining trust as an authority, too.  It’s worth the investment of time it takes to focus on their presenting problem and finding out what related issues it might be causing. People won’t be able to treat your time like a free coaching session if what you are providing goes beyond helping them with an immediate superficial issue.If there’s a feeling that you have a big gap from connecting to “making the pitch”, then you will want to work more on the connection so that the offer feels like a natural next step rather than a hesitant offer.Unless you create a strong connection, you will not be able to ask the hard questions to understand the root problem. People are hooked by a singular presenting issue but buy to solve the root cause. You can’t get to the root cause without trust and connection.That’s why coaches tend to default to coaching on a symptom. They want to help the client feel better and then be liked and have them purchase based on likeability. This can cost you and the client because you are helping them on the presenting symptom rather than exposing the total issue. You want to value trust over like. It is much more of a service to help them see the entire issue and what it is costing them rather than try to help put out a little fire. This requires trust and connection, otherwise you sound like an opportunistWhen you are coaching them to solve a specific problem, you may not have enough context or time to get that resolve. No one feels better. But if you tell them that you can’t solve a problem on a single call and help them understand their problem better, that is something they can use better than an unsettled issue. It makes sense to want to coach on a call because that is what you do, but don’t coach to solve it, coach to expose it so that they can get the help they really need. How do you get to that third stage of connection? Everyone has a different way to describe their issues and even if they are very similar, make sure you listen for the nuances. It’s the details you want to pick up on. Be very clear on how your service takes care of the problem that your client believes is getting in their way. You can help them get better clarity on the depth and breadth of their issue. Expose the problem so that they see the whole thing, not just the tip of the iceberg. This is why you want to ask more questions than you want to spend time talking and coaching. You coach to help them understand the problem better rather than help them to solve the problem itself. It’s the difference of saying “What if you already know everything you need to know to lose weight, what would you do?” versus “what if you already knew that you could learn the process to lose weight?”. Ask them what problems the problem is causing. For example, if I have a problem with weight loss, then the problems that it’s causing is that I don’t have self-confidence that I can do it, I won’t be able to look and feel better because I am an emotional eater, and I will believe that there’s nothing I can do about changing my body and I am stuck for the rest of my life. If you can address the process that takes care of the problems that the problems create, then I believe that the weight loss will take care of itself. If you help me see how your process helps me create the self confidence that I can do it, that I can look and feel better by shifting my emotions, and that your program will help me change the way I address my body so that I am not stuck for the rest of my life, then I am more likely to believe that my happy ending is possible. Then I can understand the value of your program and how it helps solve the problems that block me from what I truly desire.Think about how to be more of yourself on a call. Think about the ways in which you create connection and trust. It’s because you are not just interested in a sale but in a person. How do you help people feel like they’ve been invited to an experience? You can be the coach that sets yourself apart by prioritizing connection and relationship. When you seek to understand your clients point of view, help them to feel heard and establish common ground, you gain their trust and earn the ...
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    35 min
  • Taking Action When You Don't Feel Ready

    Taking Action When You Don't Feel Ready
    Aug 4 2021
    Link to schedule a coaching call: https://calendly.com/catherine-vanwert-coaching/freesessionWebsite: www.catherinevanwert.comHello friend! Let’s talk about taking action when you don’t feel ready. When it comes to your business, if you find yourself not taking action on something you said you’d do because you don’t feel ready, you are probably feeling frustrated and stuck. Not feeling ready to take action is one of the biggest hold-ups to your success if you let it stop you. Let’s talk about this today and get you moving forward because waiting until you feel ready before you take action is not an option if you want to experience desired results. Taking action, even when you don’t feel ready, is one of the most important skills that will help make your success inevitable. Without action, you are stuck in the intention stage.Good intentions are all around us. My husband and I take a walk every day and this past spring, we saw the usual neighborhood activity. People were prepping their beautifully landscaped yards and bringing them back to life with planting new shrubs and flowers, pruning and mulching. The Boy Scouts were in the middle of their mulch campaign and you could see either mulch dumped into people's driveways or stacks of bags in the yard. For sale signs up popping up around us. This past spring, there was one house on our walking route that we noticed that had mulch bags out for days. But then the days became weeks and the weeks became months. By the middle of summer, the plastic on the bags had become tattered and we started calling the bags “intention mulch”. They bought it and intended to use it, but since they didn’t take action, it was all intention. We would pass by it everyday and wonder together why it was taking them so long to take action on opening the bag and spreading it out. We joked that we would surprise them by secretly mulching their flower beds for them. We imagined they would be really happy and freaked out to see their intention mulch spread out. I don’t know why my neighbor didn’t do their mulch when they got it, but I do know that they didn’t get the results they wanted for a long time. My thought on it was that the work it actually took was probably only 2 hours. If I was to coach them, I would have asked what if they just opened one bag and spread a quarter of it? You know what would have happened, more than likely? Belief that it wasn’t that big of a deal after all. Momentum. They would think why stop now and continue until they got the results they wanted. The thoughts they would generate would go from “I don’t feel like it”  to “this isn’t so bad” to “I am already halfway done, I may as well finish”, and finally “I am so glad I finally did it!”.  Taking action when you don’t feel like it allows your brain to create different thoughts that get you unstuck and away from frustration. You may have set an intention for something you want to do in your business and for whatever reason, you are experiencing a hard time with the follow through. Here’s what you need to know: taking action when you don’t feel ready isn’t just the problem. Taking action when you don't feel ready is also the solution. That’s because it’s a skill in and of itself to take action when you aren’t ready. Imagine what you could accomplish if you took action on the great idea you have right now, even if you don’t feel ready.  You would get results based on your actions and those results could lead to more actions and opportunities that you haven’t even imagined are possible. You may be having thoughts like “it’s not going to work” or “people aren’t going to be interested”. Those are deterrents for sure, but if you believe that developing the skill of taking action no matter what is more important and make that mean that you are winning, then the outcome of your action isn’t the most important thing. This is a good thing because we can’t always control the outcome. We control what we are willing to do and being willing to take action when you don’t feel ready gives you the best return on your investment in yourself. You create belief in your ability to show up. You give yourself permission to do things imperfectly because you know that it is more valuable to create action than to be stuck in fear caused by perfectionism or imposter syndrome, to name a few. The belief that taking action while not feeling ready is a necessary skill is how you change the narrative that enables you to go for it. Think about the natural consequences when you aren’t taking action: every day that you let pass by is another day that you aren’t creating as many opportunities for growth and expansion as you could have. You will miss out on attracting your ideal clients and those clients still need help. So what ends up happening is that they end up with other coaches or in other programs when you might have been the best fit for them....
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    31 min
  • What You Need to Know When Potential Clients Say “No”

    What You Need to Know When Potential Clients Say “No”
    Jul 28 2021
    We go into sales calls with the high hopes that the person we are going to have a conversation with will say yes to our offer at the end. Of course we have high hopes- that’s the way it should be. We want all the positive energy going into the conversation. In fact, in the best circumstance, we hope that they come to the call already sold so that we don’t have to feel apprehension about getting them to a yes and instead, we can just experience the bliss of connection and excitement of moving forward.If they come to the call already sold or if we are able to bring them to a yes, then that also means we don’t have to experience the negative feelings associated with getting no for an answer.But, let’s take a pause before we get all caught up in the importance of having positive emotions because getting the answer no is very much a reality. It is part of the sales process when you ask a yes or no question. It’s a valid answer. So when you ask your potential client “Would you like to start coaching? Or Would you like to work with me? Sometimes people have the audacity to say the wrong answer! Come on, people, get with it, right?But seriously, it will pay off big time to take a closer look to see where you can find your empowerment even when you get the answer no. That is an option, my friend. Being empowered no matter what.The first step to being empowered no matter what is to normalize getting no as an answer. That’s my goal for our time together today. Here’s why: There are so many sales experts out there that talk about how to increase your conversions and how to get more sales. They talk about how to overcome objections. I’ve talked about it. And maybe all the focus on getting sales is why you think it’s a failure when you don't get a yes. You make it mean that you aren’t good at sales or overcoming objections.Real quick, I do want to say that yes, of course, there are specific skills you can learn that will increase the rate at which you get more sales and get better at turning a no into a yes. In fact, that is exactly what I offer on my free sales training calls. It’s a 1:1 Zoom call, that I do a few times every month for coaches like you that are ready to answer the question “I wonder if there’s anything I can do to make my sales calls better?” If you’ve thought that, take action. Find out. If you are ready to figure out what you can do differently than what you are doing now to close more clients, you need to book a call. Did I mention it’s free? Yeah, call me crazy, but it is. I love meeting coaches like you and some non-coaches. I’ve helped people in different industries up their sales game. Real estate agents, mergers and acquisitions investors, and of course, coaches in all kinds of specialties. It’s first come, first serve so sign up today. After you click on the link in my shownotes and sign up, I will send you the meeting information. In the sales training, I am going to thoroughly evaluate your current sales process and show you at least three areas that you can improve immediately. We are talking about improvement that gets you clients on your very next sales call. I have seen that happen over and over and it’s pretty cool. If you are ready to get on a call with a stranger (hi, it’s me. I’m stranger) and learn some amazing tips then grab your spot today. Show up for your business. Grab a spot. The link is in my shownotes and you can also go to my website www.catherinevanwert.com.So, as I was saying, you can get better on your sales calls outcomes but still feel bad when you get the no or not now answers. You won’t feel better until you can fully embrace feeling rejection first. If you don’t process this you will always carry a sense of impending panic and fear into your calls, even when you convert at a higher rate. You will still feel disempowered when you get the answer no. So if you want to process this so that you aren’t being held captive to the actions of another person, you will want to pay special attention to what I am telling you today. You can’t skip steps and the first step is to get good with no. You can get “no’s” all the time and not be good at getting no. So get good at it because when you are, you can create expansion and not contraction. You can step out more fully rather than shrink back with your offer. I am going to talk more about what this means, but first...You need to know that getting no is a normal answer even for the best of salespeople. What makes them go from good to great is being willing and able to allow the no’s to be no’s and not make it mean anything about their own skills or value and then, from that place, moving things along. Keep in mind, skills and value are subjective because they are tied with your personal style. You aren’t for everyone so the skills and value that you possess are not ideally used to convince clients who are not the best fit for you, but to skillfully articulate and ...
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    34 min
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