This is a guest blog post by my friend and colleague — Kim Clausen.
Have you ever been to a teleseminar where you felt like the person leading the call was a slimy sales person who had no interest in you except to get your money? Most of us have, and it’s no fun.
On the contrary, have you ever been to a teleseminar where the leader was warm, engaging, trusting and provided great value?
As a teleseminar leader you want to conduct a training that is memorable, transformational, and makes a positive impact on your attendees. And to do that, there are four key elements to consider – and they all start with the heart.
Imagine a picture of a heart divided into 4 quadrants.
In the first quadrant, is the word welcome. Make your participants feel welcome. Greet them when they come on the line and call them by name. Let them feel that you are glad they are there.
In the 2nd quadrant, is the word safe. Create a safe and positive environment. Tell participants they are going to receive valuable information on the call, and that they will have fun. Create a place for them to share and be affirmed, to be vulnerable and not judged, to be valued for their opinions and knowledge. Deliver a teleseminar that provides great value and is not a camouflaged sales pitch.
As a coach you have it made in the shade! But sometimes you don’t realize it. The skills you use to coach — listening, asking powerful questions, intuiting, using perspective, messaging, reframing — are aces for enrolling too.
But sometimes when you’re enrolling new clients, fear sneaks in on little cat’s feet and you forget all that you have going for you. Here’s how it happens:
Things are going along swimmingly in a sample session, enrolling consult or preview teleseminar. You are connecting with potential clients, enjoying them, engaging with curiosity. Then, when it comes time to invite them to take a next step with you, you shift… in dramatic ways like when Dr. Jekyl turns into Mr Hyde:
Suddenly you’re performing when you were connecting.
Suddenly you are attached to outcome when before you were detached.
Suddenly it’s all about you when before it was all about them.
But in fact, nothing had to change.
I’ve launched a lot of websites. Sorry to say, several were duds. But I learned a lot from those duds, and now my website continually transforms web visitors into clients for me.
While I was failing my way to success, I discovered the #1 most important part of a website – the freebie (also called a “pink spoon”). This is the immediately downloadable free offer you have in your opt-in box on your home page.
What’s that you say? You don’t have one? Or… it’s not building your list fast enough? You’re not alone. I review a lot of coach’s websites for them and the free offer is often buried somewhere, or it seriously lacks pizzazz! That means it’s not doing the work it could of bringing you pre-qualified clients.
If you want to continually transform your web visitors into fans and your fans into clients, put up a free offer that’s irresistible. You’ll be amazed at the difference it makes.
Here’s how to tell if you’re on the right track with your freebie.
Assess the Sizzle of Your Freebie and Opt-in
Before you begin, open a browser to your website. (If you don’t have one yet, open the site where you were last compelled to opt in.) Make the size of your browser about the size of an average laptop. Now, without scrolling, look at what you see as if YOU were your target audience. Give yourself the points only if you can say YES to each question, then total the points and score yourself. Here we go…
This is a guest post by my friend and colleague, Shawn Driscoll, “The Trailblazer’s Coach”.
In a crowded marketplace everyone is looking for a way to get noticed. I think one of the great paradoxes we’re all living with (and through) is that the more connected we become the more difficult it is to truly connect with others and be heard.
You could try and get noticed by being louder than others, or by connecting more frequently, but that may push people away rather than draw them in. You could play with the latest marketing tactic or trick to catch attention—albeit fleeting. Or perhaps take on a catch persona or put on a ‘show’. But eventually those get lost in a sea of sameness too.
Here’s what I think. I think the best way to stand out is to be yourself—to find your own Signature approach or way of working (and being) and claim that. Signature is about fully being yourself and amplifying the elements that make you memorable and distinctive. No marketing tricks or persona’s needed.
As you know, I’m a big fan of blogs, especially when they are on the home page of your website, because they help you build your list faster and establish credibility while creating a relationship with your tribe. Ezines also create an ongoing connection.
But I know that writing a weekly article (or posting a video) can start to drag. And if you keep procrastinating, you’ll eventually lose the benefit of publishing a regular article out to your list – continuous presence and building trust. And it adds stress!
So how can you keep fresh ideas flowing to your blog or ezine? Shake it up! And, if you want to really de-stess, plan most of your posts!
Both you and your readers will enjoy your articles or videos more if you vary the TYPE of post you publish. Here are 12 types posts that won’t fail to entertain and inform your readers:
1. How To /Educational
If you’re good at simplifying complex concepts and processes, this may be your ACE in the hole. And it’s easy to re-purpose these types of posts into freebies, bonuses or entire products.
This is a guest post by my friend and colleague, Barb Wade, “The Coaches Coach”.
As most coaches know, the bridge between a potential new client’s interest and their actually signing on to coach with you is always some kind of a powerful exploratory conversation. There’s nothing that comes close to the intimacy that is created when you speak voice-to-voice with a potential client, exploring the tremendous cost of the problems they’re facing, and demonstrating that your guidance and expertise will solve their challenges and help them truly create the life or career that they dream of.
I call these sessions “Strategy Sessions” or “Discovery Sessions,” and again, they’re a first hand opportunity for your potential client to feel heard and understood, and to begin to have some hope that you can truly guide them to change their situation. This is why, after such an empowering conversation, coaches are often successful at enrolling their potential client into one of their paid coaching programs.
So naturally, generating these initial, exploratory conversations is crucial. Here are 5 ways to easily and naturally invite potential clients from your ideal target market into such a conversation.
You can learn almost anything by watching mentors who are already successful. I call it “observe, model, test and tweak”. Of course it’s also really handy to learn the “insider secrets” from experts and get templates that short cut your way to a great teleseminar.
When I think of the best teleseminars I’ve experienced, here’s what they all have going for them:
- Hot Topic
Emails and social networking posts convey a pinpointed topic that’s highly relevant to me and makes it clear why I should sign up.
- Rockin’ Key Points
What will be covered is intriguing enough that I commit in my calendar to attend live.
- Outstanding Optin
Are you working too hard to promote your coaching, but still wondering where your next client will come from? Maybe you’ve been wondering how you can keep this up if you don’t get more income…
If so, you’re not alone — most coaches deal with these same problems in their coaching businesses, especially in the first five years or so. But there are coaches who have plenty of high paying clients. They get great referrals and have long term clients that pay them well. Those coaches must know some marketing tricks that make all the difference.
Well, they are coming together next week in The Easy Biz Telesummit: Summer School for Coaches — a series of FREE telecalls to help you learn those tricks fast!
I’m honored to be in the lineup of 12 business experts among some other folks you’ll recognize and enjoy, including Andrea J. Lee, Michael Port, Kim Clausen and Michelle Schubnell. Each of us will be sharing our best ideas for what makes marketing EASIER. We’re all about helping you avoid the kinds of mistakes we made early on, and we’ll share with you exactly what you need to know to succeed today.