Let’s face it. Running a webinar can be super weird.
If a stranger walked by your desk and saw you talking to your computer for a solid hour, they’d probably think you’d lost your mind. I think we could all get past the initial weirdness, though, if everyone on the webinar was really engaged and you made a ton of sales at the end, right?
Unfortunately, that’s not always the case. People are often unresponsive and don’t buy.
So many of the coaches I run into are stuck doing everything themselves, and I mean everything.
Coaching, selling, accounting, admin tasks — it all falls on their shoulders, both work they love and work they hate.
I don’t care who you are, nobody can do it all without the quality of their coaching, business, and personal life suffering dramatically.
There’s no secret way to do it all yourself and maintain a healthy coaching business and lifestyle.
There’s a good chance that right now you’re doing everything in your coaching business — all of it, by yourself. Work piles up and begins to bottleneck, and unfortunately, the bottleneck is you.
Besides coaching your clients, you have to learn, market, sell, and do the admin work, not to mention every other possible task that pops up. There’s probably an awful lot on your plate currently.
You’d love to give a few tasks to somebody else,
As an independent owner, you have a lot of control over your business. It’s probably one of the reasons you became a coach in the first place.
And if you’re anything like me, waiting isn’t your strong suit. It’s even more frustrating when you wait around people to do what they said but it never gets done.
Unfortunately we can’t control other people. That’s one of the scariest aspects of entering into joint ventures.
Coaches run into all sorts of problems when trying to stay on top of their content marketing.
Most of the time, they get stuck when creating their marketing because they’re thinking and writing at the same time.
This causes them to fall behind schedule in their marketing, so they fail to follow-up with their prospects.
It’s a slippery slope.
There’s a strategy I use to turn those problems around. It’s based on the old game,
As coaches, we know that we regularly need to keep in touch with our prospects, but finding what to say and how to say it can be tough.
We don’t want to be pushy in our content, but we also don’t want to give too much away. Erring on either side will get us ignored by our prospects, which is the last thing we want.
Instead, we want our prospects to be addicted to our content.
You know you need to be in regular contact with your prospects. Whether it’s sending out a regular email newsletter or posting a blog, video, or podcast, we all need to be using some kind of keep-in-touch strategy.
The question is, what do you say and how do you say it in a way that people actually respond to without coming across as a pushy salesperson?
It’s not the easiest thing to do,
Coaches often fail at converting prospects to clients because of one simple aspect of the sales process: They’re not in control.
When you’re at the mercy of your prospect’s hiring criteria, they control the buying process.
To shift the control, you need to be one to set the buying criteria.
The first step is to identify and push hot buttons. We recently went into depth about it here.
Most of us become coaches because of the promise. It’s the reason I became a coach, and it’s why most of the coaches I talk to became coaches.
This promise is made up of 3 things. When you made the choice to become a coach, it’s probably because of these reasons.
The first reason is income. Coaching can generate incredible cash flow. You can earn a great living, lead a great lifestyle, and (some coaches) make a small fortune.
Think about some of the most successful TV series of the past 10 years – shows like 24, Lost, House of Cards, or Game of Thrones. These four shows couldn’t be more different in their storylines, but they’ve all been wildly successful.
What do they have in common? Why do audiences have parties every Sunday night to catch the newest episode or binge-watch entire seasons in one sitting?
Here’s the reason why:
At the beginning of each episode,