Get MORE Clients! How Fireproof Is Your Client Cycle?

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1 Get MORE Clients! How Fireproof Is Your Client Cycle? Delivered to you by: E r i k a K a l m a r C o a c h i n g B i z S t a r t - U p S t r a t e g i s t w w w. g e t r e a d y t o c o a c h. c o m

2 Dear Fellow Coach, Are you working hard and not getting the results you expect? Are you doing all it takes to get clients and still you don t have enough of them? Maybe the solution is right at your fingertips but you are just unable to see it? Well, there is help! One of the Biggest Mistakes in the Spotlight First of all, let me start with sharing one of the biggest mistakes I see coaches do when experiencing a lack of results. It s hopping on and off to new strategies on a random basis. They feel their whole strategy sucks, and it is time to move on to new seas. Then, they wipe their complete marketing strategy from the table, and replace it with a completely new action plan. While this step seems logical, you might easily get very similar results to what you ve already had so far. How come? I am sure that out of the bunch of strategies you pursue there are a lot that work, so it would be a huge mistake to change them! 2

3 The Way to Go So what to do then? Well, the answer lies in this formula: REVISE IDENTIFY ADJUST Replacing your strategies with new ones on a random basis is like throwing spaghetti on the wall and seeing what sticks. Instead, follow this above formula: Step #1 - Revise your current Client Cycle Step #2 - Identify where it need reinforcing; known as your so-called Client Cycle Blind Spot Step #3 - Make corrective actions to that exact point Does that make sense? This way you can make sure you identify the weakest link in your cycle, replace only that and you keep all other strategies that work. Let me walk you through this process. 3

4 Your Client Enrollment Cycle Your client enrollment cycle has 4 major stages, as you can see on the image below. 4. CLIENT 1. VISIBILITY REPEAT CLIENT 3. FIRST SESSION 2. OPT-IN Stage #1 VISIBILITY It all starts with having visibility, so that people will notice or hear about you. Stage #2 OPT-IN The second step in the process is that when these prospects go to your website, you get them on your list. Why? Even if they will not hire you as a coach immediately, you will have a chance to build relationship with them and convert them to client over the time. Also, they might not have developed a trust factor with you yet that would allow them to invest in your 1:1 coaching but they might be curious enough to try out some of your low priced products like e-books, audios, templates etc. 4

5 So getting people sign up to your list can help you turn them into buyers on a short or long term! Stage #3 FIRST SESSION The third step in the client cycle will be to offer them a first session. This is the magic free session, trial session, introductory session or introductory consult everyone uses a different name for that. Stage #4 - CLIENT And if everything goes well in this first session, then congratulations, you just converted a prospect into a client! If you have a look at the image, you can see that these four stages form a circle. This is simply because a satisfied client not only might turn into a repeat client but they are likely to bring with themselves other prospects. In other words, they will refer you to other people or just simply spread the word on you so that the whole cycle starts again from scratch. Revise Your Client Cycle: Have a look at your client cycle now and define where you might lose out on clients: 1. Is it that you are not getting enough visibility, or people don t know about you? 2. Is it that people don t sign up to your list? 3. Is it that you don t offer enough first sessions, or you do but people don t take up your offer? 4. Or are you doing tons of free sessions but just no one signs up for your coaching? 5

6 Identify Your Client Cycle Blind Spot: Congratulations, now you have awareness on what your Client Cycle Blind Spot is! Note it down here: The next step is to decide on corrective action. Adjust Your Strategy: When thinking of your Client Cycle Blind Spot, what strategy would you need to drop or to take on in order to reinforce that stage? Take pen and paper and note down anything that comes to your mind. Don t be critical at this stage, just do the brainstorming part. Once this is done, you can go ahead and use your judgmental brain to preselect the strategies that work best. To help you, here are a couple of examples of all four stages you can do: 6

7 STAGE #1 VISIBILITY: WHAT? If people don t know you, then you need to get in front of more people. HOW? You can choose to take on speaking engagements, or to participate on online forums where your tribe hangs out. You might get a membership with clubs, associations, chambers etc. where your prospects go to. You can write an article for the local press, place an ad to Yellow Pages, send off a press release or even sponsor or co-sponsor an event (where you offer prizes, for examples your coaching) etc. STAGE #2 OPT-IN: WHAT? If people don t sign up to your list, then you ll need to increase your opt-in rate. HOW? You can revise your free offer as an ethical bribe for people to sign up and try to make it as enticing as possible. Then, you can create a special landing page with only your opt-in form on it without any other content (see one of my websites, for an example) or put your opt-in box on a premium spot on your site (see another site of mine, for an example). It might happen that you just need to drive more traffic to your website with article marketing or by using your free offer download link in your signatures, forum signatures or even on your business cards. 7

8 STAGE #3 FIRST SESSION: WHAT? If you don t do enough introductory sessions, then you ll need to get more people do a first session with you. HOW? Maybe you just need to start sending out invites with a special free or low-cost session offer. If you did that already, you might need to create a more enticing free session campaign (finding a better name, describing outcomes etc.). Or you need to keep more contact with your tribe by newsletters in order to build the relationship and to showcase your expertise. That way, once they receive your offer for a free session, they will immediately jump on it. STAGE #4 CLIENT: WHAT? If you don t sign up enough coaching clients, then you ll need to get more people to say yes to hire you. HOW? You might need to revise your first session content. If it varies from case to case, you might need to create a more systematic approach that will better lead clients toward realizing their goals, their current situation and how your coaching closes the gap between the two. Maybe you found a good approach already but just need a bit of practicing with friends or in front of a mirror. Another potential cause could be that your enrollment offer doesn t sound authentic. Remember that if you yourself have belief issues (is it worth the 8

9 money, can you really help etc.), you won t have as much success converting clients in your first session until you change them! You could see a couple of examples above. Now it s your turn to decide what strategy you would need to drop or to introduce, in order to turn your Client Cycle Blind Spot into the winning link in the chain. Note down your conclusions: Strategies I need to drop: Strategies I need to introduce: 9

10 This One For The Road Now that you know what you need to do, your homework doesn t stop there. There is one more step to go and this is implementation. Make sure that your above Client Cycle Revision will not only stay on paper. Go ahead and put it into practice! Keep in mind that many coaches don t fail due to a lack of planning but rather a lack of action. What Next? And if you feel that you might need more support with: Revising your Client Cycle Identifying Your Client Cycle Blind Spot or Finding out what strategies to add or drop to reinforce your Client Cycle efficiency then I have good news for you! I offer you my personalized help in guiding you through this exact process so that you get: More visibility on the market More prospects on your list so that you can start building your community More people that are hungry for your strategy session and More clients at the end of the day! 10

11 Here is the deal: For a limited time only, I invite you to a Get MORE Clients Client Cycle Strategy Session with me where I walk you through: Identifying at which stage you are losing out on clients Laying out a clear action plan to turn this around Defining the one simple step you can take immediately to get into action So that you leave this session inspired to turn your business into a highly profitable revenue-generating machine that practically runs itself! In case you take this Get MORE Clients Client Cycle Strategy Session within 14 days from the date of downloading this report, I can offer you a one-time special fee of $97. To claim your session, drop me an to erika@getreadytocoach.com. How much will you earn if you gain only 1 new client as a result of your Client Cycle Revision? 11

12 About Erika Coaching Biz Start-Up Strategist Erika Kalmar works with passionate coaches like you to create a rock solid foundation for their business that is authentic, stands on multiple income pillars and fits with the lifestyle of their design. As Founder of Get Ready To Coach, she is dedicated to coaching, mentoring and teaching coaches how to jumpstart their business and monetize their efforts fast instead of going the slow track to success. Erika s signature program, the Coaching Business Start-Up Blueprint, guides coaches through the process of laying the foundations, creating programs and getting clients thus creating a complete roadmap they walk away with for their business. Erika s specialty lies in sharing with you a wealth of tools, solutions, cuttingedge strategies and ways to go in your business while supporting you in making the right choice. A choice that is always yours, so that you create a business that is truly authentic and that best fits your business goals and preferences. Beyond working with coaches 1:1 and in groups, she regularly hosts teleclasses and provides free resources. As a next step in her dedication to your success, she created the Giveaway For Coaches event to support you further in building your business. Learn more about Erika, her programs and products at Get Ready To Coach. 12