I hope you’re enjoying the week before Solstice and Christmas! Wouldn’t it be great to amp up your coaching income to cover all your holiday cheer? Repeat business from your current or past clients is the least effort, most profitable way.
An often overlooked approach is to simply call your previous 1:1 or group coaching clients to come back for more. You might feel shy about doing that, but don’t. Your call may come at the perfect time and they’ll be thrilled. At the very least, you’ll show once again that your curious about their life and supportive.
- Check in about something you worked on together before. Where are they on that now?
- What do they want most for the near future? That gap is your next step together.
- Have a program or coaching package at the ready. Don’t forget to pay yourself well.
Call rather than email and don’t leave a message. Try again until you reach your past client directly. The high touch approach really works.
Seed Repeat Business Early On
The best overall approach to repeat business is to “seed” the idea of their return before your clients are finished with their current coaching program. Design a natural flow with all your programs that drives clients to your next step. This is known as a funnel or pyramid.
It begins with listening to what people in your niche market specifically want:
- Relief from pain, correct mistakes.
- Solutions to challenges, filling holes in their knowledge base.
- Guidance to achieve their ultimate desired outcome.
Convert that “intel” into valuable freebies and programs that will inspire and motivate your prospects to invest. Catchall programs and topics don’t draw as well as very specific outcomes your market wants.
Make people in your niche market feel at home and understood on your blog or static website. Then, with a valuable freebie you’ll build credibility and connection,while also building your leads list. Your freebie funnels prospects to the next step with you.
I find that a free consult is the most effective way to enroll individuals into anything. Free calls leverage your time for enrolling people into groups.
Every step in the chain of offers is related, increases their investment, and the value you deliver.
Basic Coaching Business Funnel Models
You can mix and match the types of offers. What’s most important is that one thing sets up a desire for the next.
Free report ==> Free Consult ==> Workshop ==> 1:1 or Group Coaching
(This is what I do with Champion Your Ideal Coaching Market.)
Free ecourse ==> Book ==> Live Event ==> Platinum Mastermind
(This is what Lisa Sasevich does with Invisible Close.)
Free preview teleclass ==> Tele-seminar ==> Live Alumni Retreat
(This is what Alex Mandossian does with Teleseminar Secrets.)
Example of a Coach’s Funnel
Now let’s look at a specific example. Here’s a coach with the niche market of Women Sales Managers. Her unique benefit statement is up top on the banner of her website:
I help women sales managers create an inspired sales force and bring in their most profitable year yet.
Free Assessment = Is Your Sales Force Inspired for Greatness?
Free Consult = Sales Staff Mini Makeover Consult
Group Coaching Program = Inspired Sales Force Think Tank
Notice how every one of these core offers relates directly to the benefit statement? You can see how this coach will find it easy to attract repeat business.
As an alternative to 1:1 or group coaching programs, offer a private intensive package which is an in-depth longer private session followed by a series of shorter sessions for maintenance. Add in membership programs or ebooks for recurring revenue about additional topics that are important to your market.
The best thing is that you get to design whatever works for you while it effectively attracts your ideal coaching clients.
What is your own creative model for your funnel? How are you getting repeat business from your coaching clients? Share in “Comments”.