Over the last five posts, we’ve been talking about how to offer a free, one-on-one strategy session at the end of a webinar to book more sales appointments.
Most coaches know how difficult it is to sell high-priced coaching programs to new leads on a single webinar. If all we did was teach content for an hour and make a quick sales pitch at the end for an expensive program, we probably wouldn’t convert very well.
I’m here at the Million Dollar Coach Intensive in London.
I have just been given a topic to talk about: “How to not work so hard in your coaching business”
I have this theory that working hard is a little bit overrated. There’s a thing going on right now that we should hustle.
You’ve probably seen a bunch of people or a bunch of gurus talking about how important hustle is. And frankly,
Most coaches know how difficult it is to sell high-priced coaching programs to new leads on a single webinar. If all we did was teach content for an hour and make a quick sales pitch at the end for an expensive program, we probably won’t convert very well.
Instead, at the end of the webinar, we want to offer a simple, low-risk next step— a free, 10-minute, one-on-one strategy session that sets up the final sales appointment.
Over the last several posts, we’ve been looking at how to offer a free, one-on-one strategy session to prospects in a webinar to sell your higher-priced coaching program.
The first step, Seed the Need, is all about installing moments of influence in your webinar content that help make your session offer a no-brainer deal for prospects.
Then we draw a model — a visual aid that shows them exactly how our program will bring them value.
The marketing genius, Dan Kennedy, once said there are two rules of marketing.
Why are we talking about ladders?
Here’s the thing: when you put a ladder in front of someone, they naturally want to climb it.
The moment you place a ladder in front of your prospects, they’ll instantly see where they are right now,
One of the things that we were talking about earlier is the ascension model. I don’t know if you’ve heard about it but a lot of marketers teach you to run your business.
The Ascension model has something free in your funnel, something cheap, like a tripwire, something not so cheap, something expensive, something really expensive, and something really really really freakin’ expensive. That’s good in theory, and they say that about 20% of the people in each step in your funnel will upgrade to the next step.
In the last post, we talked about how selling higher-priced coaching programs requires a one-on-one conversation — usually in the form of a free strategy session — between the webinar and the sales appointment.
The problem is, getting people to sign up for the free session at the end of a webinar can be really tricky.
What you do in the close of a webinar is really important for getting prospects to take the next step with you,
Most coaches know that selling an expensive coaching program requires more than the basic sales letter. We’ll either need a live event or some sort of one-on-one conversation in our sales process to get people to say yes to a higher-priced offer.
I’ve found that one of the most scalable ways to get prospects to a sales appointment is through a free, one-on-one strategy session we’ll offer at the end of a webinar.
Most of us are crystal clear about that,
On the last post, we looked at the most common fears coaches have with niching.
They don’t niche because they think they’ll lose out on opportunity or they’ll lose variety in their coaching business.
While these reasons have some truth, the benefits of niching your coaching business outweigh the risks by a long shot. Instead of cutting your opportunity in half, you’ll actually triple it. Instead of missing out on variety,
If you’ve ever seen my stuff before, you probably know I’m a big fan of niching. More specifically, I’m a big fan of giving niching a fair shot.
I’ve known a ton of coaches who struggle to get their prospects’ attention, and often it’s because they’re marketing as generalists with no specific target in mind.
When I bring up niching to them, though, they tend to pull back, clam up, and list out their fears with moving to a niched business.