Think non-money-making programs are hard to sell? Think again...

Think non-money-making programs are hard to sell? Think again...

The world has gone kinda crazy & stress, anxiety, burnout & mental exhaustion are at an all-time high

People are buying coaching programs & services because they want to feel better

They want to feel like they have control of themselves & their lives once again

If you're offering any of these kinds of services (or any service really) and want to cut through the noise to attract the clients who are looking for the exact help you provide there are a couple of things you can tweak to help you bring in more clients right now:

(This is a long one that I should probably be charging for. Grab a beverage & dig in)

1. Get clear on exactly who your services are best suited to

Vague marketing for "anyone with anxiety, stress or burnout" does not bring clients.

There are so many different types of people in so many different types of situations who need what you offer. If you're not talking to one particular market & showing them how you can help them with their specific situation then booking clients will be harder.

Here are some examples of who you could potentially serve:

  • Upper management career people dealing with stress
  • Single, working moms or dads with mental exhaustion
  • Brick & mortar business owners experiencing burnout

Each one of those people will experience their problems & daily frustrations in a different way.

You want to get to know these people on a deep level so that your marketing shows them that you understand their situation (like you're a fly on the wall) and demonstrates how you can help them overcome their unique situation that's causing stress, exhaustion or burnout.

2. Create results-based offers

When you're clear on your WHO, you want to find out what it is they desperately want. This way you can create a results-based offer which makes sales SO much easier.

Example:


  • Upper management dealing with stress could be in their situation because they lack confidence, don't know how to effectively delegate & lead & have a poor work/life balance resulting in a strained marriage on top of it allYour "First Date" offer could be related to showing them how to effectively delegate which will free up their time, resulting in less stress

  • Single working moms or dads with mental exhaustion could be in their situation because they are at work all day, need to sort out their kids in the evenings & weekends & are stressed because they feel all alone. They don't get time for themselves for any self-care & are anxious.Your "First Date" offer could be related to showing them how to prioritise themselves without feeling guilty so they can overcome their mental exhaustion
  • Brick & mortar business owners experiencing burnout could be in their situation because they don't have the right support in place to help them manage the day-to-day running of the business so they are trying to do too much on their own which leaves them stressed & overwhelmed & prone to illness.Your "First Date" offer could be to help them decide who they need to hire or what they can outsource and put a plan in place to help them manage their workload so they aren't so stressed.

3. Make your sales process stress-free

People are stressed already. If you're adding to their stress with your sales process then they WON'T buy from you, they will move on to the next coach or expert.

You want to help your market calm down & make informed decisions without pressure or manipulation.

This way you're likely to book even more clients!

If you're following "common coach" marketing strategies then you're adding to their stress because these strategies actually make it HARD for people to buy.

There are too many steps for your market to go through to make an informed buying decision.

Common coach marketing has taught us to:

  • Create lead magnets → that lead to a "discovery call" → but only after you've filled in a 100 question application designed for the "serious" buyer → and that's BEFORE you know anything about the program, possible outcomes and price!!
  • Only share the investment at the end of a sales call after you've dug into your prospects' pain, stretched the gap & shown them how amazing life could be once they have worked with you. Then "handle" their objections
  • Not share the "how" in case they try and DIY it
  • Dig into pain points & make them feel really, really bad about their situation
  • Do "hype" marketing to attract attention

🙄🙄🙄🙄

What you want to do instead is use your marketing (content, posts, videos, workshops, websites, etc) to clearly show people:

  • Who you serve
  • What results you can help them achieve
  • How your process works (yes... include the high-level how!)
  • Give them insights as to why nothing else has worked for them & why your process or methods are different
  • An indication of the investment or the actual investment amount.
  • What they need to do next if they are interested in working with you

When you put all the information your market needs to make a buying decision right there in your marketing you empower your audience to be able to make an educated, well-thought-out decision in their own time

This attracts perfect-fit, incredible clients who are excited to work with you and get the exact results they desire.

If you'd like some help with implementing what I've recommended in this article so that you can attract at least 2-5 perfect-fit clients every month with ease then The Client Accelerator might be a great fit for you.

In this 8 week 1-1 program we work on:

  1. Getting clear on your best-fit, highest-level client
  2. Creating your "First Date" Easy-Yes Offer priced at $2k - $10k
  3. Implementing your pre-selling content strategy that allows your market to make an informed decision about whether your program could potentially be the right one for them without ever speaking to you
  4. Implementing your DM Sales Method so you can qualify the interested prospects who reach out to you and close the sale with just 3-4 quick messages & a PDF

This program is best suited to you if:

  • You have experience in what you offer
  • You've had some happy clients who got the results they wanted
  • You have an audience of 1000 or more potential prospects
  • You're fun 🙂

You'll make back your ENTIRE investment in just 1-2 sales

If you'd like the rest of the details send me a message saying CLIENTS. I'll ask a couple of quick questions to make sure I can help you get the results you want & will send them over.

In your corner

Ann



P.S. Want to find out more about why "common coach" marketing makes it HARD to make sales & how my content system works? Watch the Content That Creates Clients workshop here.

Linnet Jurutka

High Performance & Leadership Coaching for Entrepreneurs and People Leaders | English & German

1y

Thank you for this, Ann du Plessis.

Keith J. McNally

I specialize in facilitating discussion by bringing like-minded people together to create real impact | Amazon New Release Best Seller | Walking the Path - A Leader's Journey | GoFundMe

1y

Very nice!

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