In this Video:
00:11 How to make sure your prospects commit
00:47 Getting out of overwhelm with Someday/Maybe and your Monthly Marketing Project
01:19 People could get free information – What’s the solution?
01:47 Build the value of the program for the prospect to say YES
01:57 Three things to do in every sales conversation
02:34 Secure your prospects by using Conversion Curriculum
03:08 Two kinds of emails – the professional and personal
Hey there Taki Moore here from Coach Marketing Machine.
In today’s episode I want to show you:
- How to make sure you never ever get overwhelmed by all the marketing projects you should be doing ever again
- One thing you can do right at the start of the sales process to make sure your prospects are there to commit
- Three things to do during the sales process to make sure they are emotionally engaged to what they want and increasing their motivation to buy from you
- A little tactic you can use if you ever want to promote a live event – a workshop – or a seminar
- And two things you can do to increase your responsiveness to your email marketing from now on.
That’s what we are covering in this episode of the Coach Marketing Machine.
Fixing Your Marketing Overwhelm
So a lot of coaches get overwhelmed when it comes to marketing.
These are all these things you should be doing.
You should be emailing, facebooking, webinars, getting joint venture partners, automating, and all these things.
The key to not getting overwhelmed is to “NOT do not everything.”
“Stop shoulding all over yourself”, Tony Robbins would say.
Make Two Lists
I want you to make two lists.
One really, really, really long list of all the things you should be doing and put that in one long list and call that “Someday/Maybe”.
Someday/Maybe you get around to it.
The second list is really short: It’s called the Monthly Marketing Project.
Monthly Marketing Project
In every month I just want you to take one purchase there over there and put it in here.
Focus on that, ignore the rest and do one thing at a time.
Sales Prospect Call
When you are a prospect get on a sales call you both come out with very different goals.
You want them to make a decision one way or the other. And they come to get information about how to solve their biggest problems.
You want them to decide, they want information. And if you’re not careful, they could get the free information and leave without making any kind of decision for you and your program.
What’s the Solution?
Ask them the “decision question” in the very first three minutes of the sales call.
What do you ask?
Just simply say, “So what was it that made you decide to take this time today and work with me to get X result? – So whatever the result you promise is.
For me, what was it that made you decide to schedule decision with me today to double the sales of your coaching business in the next six months.
That way they focused on why they’re here – not on free information.
A Recent Coach Marketing Question
Recently inside the Coach Marketing Machine on a live coaching call, a coach asked me “How do I build the value of my program so their prospect says YES live in the sales appointment?”
And the truth is, this got nothing to do with what you put in your program.
This got everything to do with, if you’re selling one on one, how you run the conversation.
Three Things To Do In Every Sales Conversation
There’s three things to do in every sales conversation. And here they are:
1. You want to get them really clear about what they want. I call that – Clear on the Results. So, clear on the results.
2. Get them really specific about the current reality.
3. What’s the roadblocks? What’s getting the way from where they are to what they want?
If you can get them not just clear but emotionally connected to each of those three things, you’ll stretch the gap and people will hire you.
What they want?
Where they are?
What’s holding them back?
Promoting a Live Event
When you’re promoting a live event you got to show your prospects what’s in it for them and demonstrate the value even before they show up.
It’s not enough that they come to my workshop it’s going to be great. You need to really flush it out and we do that using what I call a Conversion Curriculum.
What you need to do on the sales page where you promote the live event?
You want to show the people in detail:
How they are going to better off?
What they’re going to learn in this session.
So I want you to break your content up into modules.
And every module is going to have a few components:
It’s going to have a Module Title.
Module 1 – you have sales.
You have the introduction paragraph about what they’re going to learn.
Five bullet points
Register Now Button
Then repeat that for module 2, module 3, module 4.
By doing that, you review your conversion curriculum. People will understand upfront what they’re going to get and then more likely to commit.
How To Fix An Unresponsive Email List?
What do you do if you’ve got an email list that you’ve been broadcasting to for a long time and people just aren’t responding?
Well the secret is this: You’ve got to balance the two kinds of emails – the professional and personal.
Most people when they send their broadcast out their long, their impersonal and a one way broadcast.
That’s the professional channel.
Maybe it’s an html or a full glossy email.
What you want to do is you want to alternate that with personal email.
So it’s a short, they’re personal and they expect a reply.
Why don’t you just send an email to your prospects and ask them a simple question.
Like just a two line email:
And see what they send back.
By doing that, you break the pattern of long in personal emails and you actually get people to respond.
Do that this week and tell me how your results go.
Well that’s it for this week’s Coach Marketing Machine News.
Have a great week.
And I’ll talk to you soon.