Compare the way you manage your time to where you sit in a car.
You might be in the driver’s seat — calling the shots, steering the car where you want to go, and accelerating and braking when you want to.
Or, you might be in the passenger’s seat — complaining about how you aren’t going where you’d like and passively waiting for change.
You might even be locked in the boot (trunk) — kicking and screaming,
Think about your average work week. What’s the hardest part of getting it all done?
Do you have trouble prioritizing or focusing? Are you getting distracted or overwhelmed?
Are you constantly putting out fires as they arise? Is tough balancing your work and home life?
Many of us think to ourselves, “If I just had one extra day to get stuff done, that would be fantastic.” Well, that’s what we’re going to focus on— giving ourselves an extra workday.
How many names are on your email list?
Maybe it’s not as big as you’d like, or maybe it’s not as big as some of your competitor’s.
Here’s the thing: the number of names on a list isn’t the determining factor of how effective your email marketing can be.
Whether you have a big list you’ve spent years building or a newer list with only a few names, there are several strategies I want to share that will help you increase the response and grow your influence.
Over the last several posts, we’ve been looking at a concept I call stretching the gap. This is so crucial to the sales process that skipping it usually results in you pushing your program too hard on a prospect who’s just not that interested.
They end up making excuses why they can’t buy, and you end up wasting your time and missing out on a sale.
Obviously, that’s not what we’re after.
Lots of sales processes are pain-focused. You dig for the pain, find the pain, and use the pain to sell your program. These processes can be great and they have merit, but it’s even more powerful to start with a vision of the end result and contrast it with their current reality.
I call this process of contrasting stretching the gap. In the last post, we talked about the first step: painting the picture. This is when we help our prospects get really clear about where they want to go.
I want to show you the quickest way to a million dollars a year.
I’m here in Sydney doing the Million Dollar Coach Intensive with some legends, and we’re just talking about the quickest way to get your coaching business to a million dollars a year using the tool called, the 5 Ones.
The quickest way to get to a million dollars a year got this idea from a friend of mine,
Your marketing is starting to pay off, and what was once a prospect is now a solid lead. Before you know it, you’re in the sales meeting, pitching your coaching program.
There are hundreds of strategies out there that claim to “guarantee the sale,” but I’ve found there’s one strategy that stands out above the rest.
I call it stretching the gap, and I believe it’s an absolutely essential part of the sales process.
How many words is a picture worth, again? I can’t seem to remember.
I honestly don’t know what’s more annoying: hearing that overused phrase one more time, or knowing I constantly need to be reminded of the wisdom in it.
We are all visual people — some of us more so than others, but the fact remains. We know how powerful pictures can be.
Why is it, then, that we become completely blind to this truth when developing our coaching models?
There’s something you should know before you take another step forward with your marketing: Your prospects don’t give a damn about you or your business.
They don’t care who you are, what you’ve done, or how well your coaching business is going… at first, anyways.
When you first reach out to clients, they care about themselves and their problems. That’s it.
The only way we can hope to break through is to empathize with them and connect with their cravings so they feel like we see them better than anyone else in the world.
For a coaching model to be successful, it must meet the needs of four key stakeholders.
It must work for you, your prospects, your clients, and the coaching business as a whole. Without meeting the needs of all four, you’ll inevitably run into serious problems.
In the last post, we talked about meeting your needs before we take care of our prospects or clients.
Now we’ll take a look at meeting our prospects’ needs.