Most coaches market when they should be selling and sell when they should be marketing – That’s the mistake. Let’s fix it together:
In this video:
00:15 Why the way you SELL is hurting your MARKETING.
0:40 The difference between diagnostic selling and declarative marketing
1:02 What kind of marketing gets you leads, and what makes sales.
1:20 The 3 things you need to know about your ideal client.
Hey there Taki Moore here with a quick Coach Marketing Tip about how to increase the results you get from your marketing and your sales.
Most coaches market when they should be selling and sell when they should be marketing.
That’s the mistake. Let’s fix it together.
Okay, so I don’t know how you were taught to sell?
Most coaches I know it’s what some kind of diagnostic sales process. You know you ask a bunch of smart questions to open up the prospects and really dig for the pain.
Really great when you’re selling.
The problem is that most coaches use that selling approach when it comes to their marketing and so they go to their market – in their emails, and their promotions asking questions, looking for pain.
Let me tell you the problem.
When you’re doing the diagnostic selling, it’s perfect because you got a prospect there. You can have a conversation and diagnose the pain. When you’re talking to the whole marketplace there’s no one there to respond and if you come to them with questions, you’re making them think too hard and nobody will respond.
When to use Diagnostic Selling in your Sales as a Coach:
Diagnostic Selling is great for sales.
It sucks for marketing.
So what do you do?
When you’re selling, you ask questions but when you’re marketing – you tell.
You don’t use diagnostic selling, you use declarative selling as my friend Matt Church calls it.
So, what do you do?
Use What You Already Know…
Instead of fishing for the problems, you start with the problems. You really know your market’s top three problems and top three goals and you use them in your marketing every single step of the way.
When you do that, they don’t have to think anymore. It’s clear that you’re talking to one person about their one problem, they’ll respond and then when you face to face you can do the diagnostic piece.
Ask your smart questions. Get them to tell you specifically your statement related to their problem. Open them up and then they’ll buy.
The Recap on Selling versus Marketing differences as a Coach:
So here’s their quick recap.
When you’re selling, diagnose and ask questions.
When you’re marketing, declare and tell.
Know your market’s top three problems, top three goals and live with those.
Declarative marketing will get you through the door and then the diagnostic will open them up and get them ready to buy.
That’s the tip for this week.
Thanks so much for watching and I see you in a couple of day’s time.