John bit the dog. The dog bit John. Same four words, but when arranged in a different sequence, they have an entirely different meaning. Especially for John!
— Tony Robbins, MONEY Master The Game
Marketing Sequence. It’s not a topic that coaches hear a lot about.
We’re usually busy hunting down the newest strategies and best practices for our marketing and sales. But, finding the right strategy is only half of the battle.
Are you completely satisfied with your coaching prices? If so, congratulations!
If not, don’t worry. You’re not alone. Just the other day I spoke with three coaches, all at different places in their careers, who are struggling with pricing.
The first conversation was with a brand new coach. He said that because he’s just starting his coaching program, he has no clue what charge. When you’re starting out, it’s a perfectly natural question to ask.
I was at the Million Dollar Coach intensive in the US, just a couple of weeks ago and a story came up – something we were discussing around saying yes and saying no to prospects.
I want to show you my number one favourite question to ask in every sales appointment if you want them to be buying from you instead of you having to push your stuff on them. It’s called the Decision Question.
About a year, or maybe a year and a half ago, I got a referral to a personal trainer. At the time I was working pretty hard,
Alright, so let me break this down – In our four-part Black Belt sales process, you know the stuff we do with our clients, really there are four key phases in the sales process. I want to, kind of,
What do you do if you’re in a sales process and you find out, part way through, that they’re interviewing other coaches as well?
How do you make sure that you get the client and they don’t?
So, I was in a Black Belt Intensive a few weeks ago and a story came to mind that I shared there, that was really helpful, about what do you do if you’re in a sales process and you find out that there are other coaches involved.
I’ve got a question for you:
Have you ever spent quality time with a non-quality prospect?
Well, maybe driven across the town, or at least spend a bunch of time on the phone and Skype with somebody only to find out that they weren’t qualified and they would never gonna be able to say “Yes” and you’ve wasted a whole bunch of time.
Today we’re going to fix that forever.
So the great sales training that Bill Brookes once said that the best salespeople in the world have two abilities that set them apart from everybody else.
I want to talk to you about how to speak about your coaching program when you’re in front of prospects, so they get it and they want it.
I just finished the Black Belt Conversion Intensive, Sydney. It’s the Conversion Intensive so we’ve focused really heavily on how do we convert a prospect into a client in a one on one sales conversation.
And the question came up:
“When do I get to talk about my program or my coaching?”
And
“What’s the best way to do it so they actually get it and they want it?”
I want to give you 3 Tips right now:
1.
I want to talk to you about getting the right number of steps in your sales process. If you have too many people will slip through the cracks and not convert. If you have too few then people won’t take the steps in the first place because it is too big of a jump. Let’s get the number right and get you some sales.
So here is the situation. I was on a Skype call yesterday with a Black Belt client from California and he had some questions about setting up a new file to sell a high-end service he has packaged together.
What do you say at the end of a sales appointment?
Where do you start to talk about your program and how you’re going to help people?
What do you say that actually gets them to say: “That’s exactly what I need!”
“That’s exactly what I want and sign up with you.”
That’s what we’re going to answer today.