Most coaches market when they should be selling and sell when they should be marketing.
That’s the mistake. Let’s fix it together.
I’m gonna show you how to increase the results you get from your marketing and your sales.
Okay, so I don’t know how you were taught to sell?
Most coaches I know it’s what some kind of diagnostic sales process. You know you ask a bunch of smart questions to open up the prospects and really dig for the pain.
Really great when you’re selling.
The problem is that most coaches use that selling approach when it comes to their marketing and so they go to their market – in their emails, and their promotions asking questions, looking for pain.
Let me tell you the problem.
When you’re doing the diagnostic selling, it’s perfect because you got a prospect there. You can have a conversation and diagnose the pain. When you’re talking to the whole marketplace there’s no one there to respond and if you come to them with questions, you’re making them think too hard and nobody will respond.
When to use Diagnostic Selling in your Sales as a Coach:
Diagnostic Selling is great for sales.
It sucks for marketing.
So what do you do?
When you’re selling, you ask questions but when you’re marketing – you tell.
You don’t use diagnostic selling, you use declarative selling as my friend Matt Church calls it.
So, what do you do?
Use What You Already Know…
Instead of fishing for the problems, you start with the problems. You really know your market’s top three problems and top three goals and you use them in your marketing every single step of the way.
When you do that, they don’t have to think anymore. It’s clear that you’re talking to one person about their one problem, they’ll respond and then when you face to face you can do the diagnostic piece.
Ask your smart questions. Get them to tell you specifically your statement related to their problem. Open them up and then they’ll buy.
The Recap on Selling versus Marketing differences as a Coach:
So here’s their quick recap.
When you’re selling, diagnose and ask questions.
When you’re marketing, declare and tell.
Know your market’s top three problems, top three goals and live with those.
Declarative marketing will get you through the door and then the diagnostic will open them up and get them ready to buy.
I’d love to hear your thoughts. Leave a comment.
P.S. Whenever you’re ready… here are 4 ways I can help you grow your coaching business:
1. Grab a free copy of my book
It’s the roadmap to attracting prospects, signing clients, and scaling your coaching business. — Click Here
2. Join the Coach Dojo and connect with coaches who are scaling too
It’s our new Facebook community where smart coaches learn to get more income, impact, and independence. — Click Here
3. Join our Implementation Program and be a Case Study
I’m putting together a new coaching case study group at Black Belt this month… stay tuned for details. If you’d like to work with me on your client-getting and scale plans… just send me a message with the words “Case Study”. — Click Here
4. Work with me and my team privately
If you’d like to work directly with me and my team to take you from 6 to 7 figures… just send me a message with the word “Private”… tell me a little about your business and what you’d like to work on together, and I’ll get you all the details! — Click Here