In this video:
00:19 How to add enough value into marketing and sales process to help someone make a decision (instead of just take your advice and leave)!
01:22 The 3 Steps on How to get more Prospects to Commit
03:33 Getting More “Yes’s” with Conversion Confidence
Hey there Taki Moore here from Coach Marketing Machine.
Today I want to talk to you about selling. How do you install conversion confidence into your marketing and sales process so people know upfront, If I work with you:
- Here’s how it’s going to work, and
- Here’s the results that I’m going to get
If you’re certain enough confident enough they can pull the trigger and commit to themselves to, to their future and to you.
Also in your marketing and in your sales, how do you add enough value that they can say yes but not give away too much information for free, so that they don’t have to buy from you?
And thirdly how do you get them to emotionally commit? So they don’t just mentally say “Yeah that would be a good idea” but they emotionally commit and say yes right now.
That’s what we’re going to cover today in today’s issue of the Coach Marketing Machine.
Getting Coaching Prospects to Commit
So first step.
How do you get prospects to emotionally commit? So it’s not just an intellectual exercise when they hear your marketing whether in your webinar or your teleconference or your live event or even sitting down with you face to face or over the phone.
How do you get them to commit?
Well there’s three things you need to do:
GET CLEAR ABOUT RESULTS– Number one you need to get really clear about the results that are possible and the results they must want.
FOCUS ON TODAYS REALITY – Number two you bring them back from the future to now and get them the focus on their problems, in their current reality. So you got results and reality.
WHAT ARE THE ROADBLOCKS – And thirdly if that’s the results you want and this is the reality you’re in right now. What are the roadblocks that are holding you back.
Results, reality and roadblocks – when you hit those three, people they don’t just intellectually get it but they emotionally feel the desire of that. They feel the problem of this and they feel the tension between the two.
That’s how you get prospects to commit.
Friends, Fans and Followers – What You Need To Know for a Responsive List
One of the coaches in my Coach Marketing Machine – Q & A call the other day, asked me about friends, fans and followers.
Specifically I’ve got thousands of Facebook friends, Twitter followers and LinkedIn connections.
But I’m still not making any money.
What’s really going on?
The problem is this:
If you’re going to choose between friends, fans and followers or a responsive email list – you choose the email list every single time.
So your job with social media is to get people from here to here as quickly as you can.
How do you that?
Well you add value in this social media and you invite people to get something awesome and over here on your website.
The website is the hub and all the social media and other sites are the spokes around that can drive people to the site where you want them to go.
That’s your plan from now on.
So how do you get people to commit?
Well it’s starts up here in your mind first. You got understand that when you’re sitting down face to face with the prospects or you’re delivering a webinar or a workshop or a teleconference – your job is not to teach. So if you feel like huh my job is to teach and give amazing value.
How many times have you given some amazing value, you’re given them great content they’ve done nothing with?
That’s happened to you before right?
How much value did they really get ? Or did they really get any value?
But they’ve got information so your job is not to teach information. Your job is to call people to a decision.
How do you that?
Well when you’re in the value portion of your marketing and sales your job is to teach why it’s important. You know the good thing that happened when they get it right, the bad thing that will happen if they missed out.
Teaching what they need to know
What to do
What not to do
What mistakes to avoid
Don’t tell them how to do it.
So why, what, what not to do – but not HOW.
Do that and you give people enough to make a decision and come to you for the HOW.
So supposing I’m sitting down across from you as your prospect and I’ve got to three inches away from giving you money. I’m ready to say, “Let’s Do It”. And I ask you say, “How does this work?”
Do you have a clear answer of how your program works?
If you don’t, you’ve lost me.
The reasons so many coaches get to the end and then people bail isn’t because the prospect wasn’t right or the coach wasn’t qualified. It’s because you never installed enough conversion confidence for them to say yes.
What’s conversion confidence?
It’s the feeling that somebody needs to deal internally that your system and working with you is going to get them the results they need.
How do you do it?
There’s three steps:
#1 – You talked about the problem. You know you’ve got to really clear about the problem that they’ve got. And if you’re working in a particular niche it’s much easier because you got that one clear problem.
#2 – What’s the promise of working with you?
#3 – What’s the process – the five, seven, nine or twelve steps to get in the result you want.
What’s the problem?
What’s the promise?
What’s your process to get in there?
When you put that together: you got a signature system which gives people conversion confidence. The feeling that if I worked with you I’m going to get from where I am to what I most want.
Lastly in Black Belt News:
Black Belt for the last couple of weeks I’ve been hard at work getting ready for the authority marketing intensive.
That’s coming out in about two week’s time.
If you’re already booked in – fantastic. If not, check your emails for the links to get yourself registered.
And we’ll looking forward to get you the online marketing results you want and particularly in the areas of lead generation and lead conversion.
So that’s it for this week’s edition of Coach Marketing Machine News.
Take what you’ve learned, apply it, you’ll see some clients really really soon.
Take good care.
Talk to you soon.