Archive

1. Announcements/Offers

For Serious Players Only…

Ready to really BUMP your practice to the next level?

Ready for advanced training on creating long-term marketing engines?

Then listen in to this extensive collection of my most powerful mentoring sessions over the last three years, with your own copy of:-

“EXPLODE YOUR COACHING PRACTICE™: Proven Practice Building Secrets to Give You More Clients Than You Can Handle.”

Get your copy now:

Explode Your Practice

2. FEATURE: The 3 C’s of Successful Web Sites

When putting together a website, it can seem quite daunting, especially if you don’t come from an IT or marketing background. To help make this task a bit easier, here are a few pointers from a coaching call you can hear in Explode Your Practice:

Creating Content to Connect

Most coaching websites include information about what coaching is, how to contact the coach, and past successes. When writing copy for your first site though, think about the feeling you’d like to create as a prospective client reads through your content.

The goal is to make them feel comfortable as they get to know you and that they can trust you … sort of like you are chatting with them over a cup of coffee.

How much information you provide about yourself is up to you, but a few paragraphs on who you are, how you came to coaching and your personal philosophy on coaching is a good start.

You can also provide links to additional information such as your background, your certifications or other services you offer. By using this technique, you are less likely to overwhelm the prospective client.

Also, don’t forget to include a picture or two of yourself. Perhaps pick some that help to represent who you are as a person, your likes, your hobbies, and/or how you coach. These will not only “put a face to the name,” but also give the client some insight into your personality and whether they might enjoy working with you in a coaching relationship!

Collecting Information

What types of information should you collect and how much information? Basically, you can go about it in one of three different ways:

1. Email Only: offer a newsletter and collect only a person’s email address, and perhaps their first name (fast and easy to collect which may lead to higher response rates).

2. Detailed Information Only: create a form that a person has to complete asking for personal information, goals, what it means to be successful, how long they might be interested in being coached and how much they might be willing to pay for such services (more involved, but it can also be an effective tool for screening prospective clients). See here for an example.

3. Combination: offer a newsletter and collect only a person’s email address; follow-up with a page confirming their subscription and a request for additional information. If provided, they will receive an additional bonus gift (fast and easy to collect, but also allows for the opportunity to secure more detailed information if the person is willing).

Whichever way you go, it’s good to have the support of an inexpensive programmer to set this all up.

Show a privacy policy prominently, and be up front about what they will receive i.e. don’t offer a download and then add them to your newsletter without asking. A great system is to offer a free download, that comes with a complimentary newsletter subscription.

Communicating Niche

If you have defined your niche, explain it in language your clientele will understand and connect with. Then put it in a prominent place on your website. Make it easy for someone to learn about the type of people you work with and why. If you don’t have a well-defined niche yet, pick something that interests you, write up a paragraph or two about it and post it to your site. (In other words, at least pretend you have a focus area or specialty. People like to see focus. Before too long, you will be an expert in that area)

Who knows who might show up from that target market and if you find that you enjoy coaching them, even better … you may have just discovered your true calling.

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If you keep these pointers in mind, you will be well on your way towards creating a compelling and targeted website for your chosen niche. Good luck and happy writing!

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Take action on the 3 C’s?

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Want more? This, and 100 other topics are covered in more detail in the full Explode Your Practice CD set, available now.

Enjoy!

1. Announcements/Offers

For Serious Players Only…

Ready to really BUMP your practice to the next level?

Ready for advanced training on creating long-term marketing engines?

Then listen in to this extensive collection of my most powerful mentoring sessions over the last three years, with your own copy of:-

“EXPLODE YOUR COACHING PRACTICE™: Proven Practice Building Secrets to Give You More Clients Than You Can Handle.”

Get your copy now:

Explode Your Practice

2. FEATURE: How to Set a Competitive Fee for Your Coaching

Many service professionals are uncomfortable putting a dollar figure on the work they do. There’s a fine line between pricing yourself out of your market – and selling yourself short. You can hear me coaching on this very topic in “Explode Your Practice.” Here’s a quick summary that will help you find the right balance.

Your clients look to you for initial clues about the value of your services. If you give them the idea that it’s worth $50 per month, that’s how they’ll treat it. On the other hand, if your initial clue tells them your services are worth $1,000 per month, you may hit some resistance. They might think of other things in their life with a comparative cost, and say, “Hang on, how can that be?”

You may need to create a shift in their thinking and you may need to target a market that is certain to have the money. Some people easily spend thousands of dollars for a holiday, or for a high-profile course – they can also afford it for coaching if it’s positioned correctly.

Naming Your Price

An average price for coaching seems to be $300-500 per month. If you back your services with a money-back guarantee, you will have a better chance of charging this or higher. (The drawback, however, is that your client’s commitment may be lower now that they have a backdoor if things don’t work out).

I started coaching at AU$250, which is about US$210. I later raised it to AU$300, where I stayed for a long time, scared to go higher. When I finally decided to go to $400, I had a lot of clients so I went ahead. They didn’t blink, because $300 is still a lot of money for some people. The difference between $300 and $400 wasn’t as big as I had expected.

When I went from $400 to $550, I was again surprised when people responded with, “Okay, that’s what it costs.”

You have to get your clients to consider the results. For instance, I had a client – a manager – who had taken dramatic steps forward inside herself. She was finally starting to say no, to take some time off, to find her peace. What’s that worth? What was it worth to her employer, who was picking up the tab, to keep a valuable employee? Suddenly $2,000 doesn’t seem so outrageous.

Now I’m at the point where I need to screen out clients – and setting my fee high helps to do that. What if you’re not quite there?

Here’s an example: Say you’ve decided on a fee of $300 per month. Tell clients if they pay three months in advance, you’ll charge just $200 per month – a total of $600. It’s like they are getting a month for free. Taking it further, you can charge $175 per month if they pay six months in advance.

Unless you are screening out clients, you probably shouldn’t post a monthly cost of $300 on your site. With a pre-pay discount, however, you can say, “My prices range from $150-300 per month. Contact me for details.”

Collect Up Front

Assume that your clients will want to pay up front. If they ask about a month-to-month plan, you can be agreeable but explain that system is more expensive. By preferring up-front payments, you are supporting your clients by making sure they follow through. If they just don’t go for that, THEN you can offer a lower trial rate – in this example, $200 – for the first month, with the expectation of a three-month contract if all goes well.

As a higher-end coach, I let people know there are cheaper coaches. One of my clients pays month to month because that’s all she can afford at one time. I’ve encouraged her to consider someone less expensive, and she said, “You know what? I want to keep going with you. My guess is that you pay for what you get. By paying this amount of money, I know I’ll take it seriously.”

Resistance

If a potential client says coaching seems expensive, ask, “What’s it worth to you to achieve this goal? What’s it worth to you to have these changes in your life? Are you ready to commit to having these goals?”

And: “What’s the cost of NOT working with me?”

Once they have made that commitment internally, you should have a client.

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Action: What are your services worth?

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Want more? This, and 100 other topics are covered in more
details in the full Explode Your Practice CD set, available now.

Enjoy!

1. Announcements/Offers

What Are People Saying About ‘First Fifty Clients’?

How Did A Former Helicopter Rescue Nurse Get 17 Life Coaching Clients in Just 3 Months?

Find out at:
http://www.FirstFiftyClients.com

“David’s strategies helped me get my coaching business up and running with 17 clients after just three months! And I couldn’t believe I had $3,000 a month coming in just from helping people with their lives!”
Estelle Gibbins, Brisbane, Australia

“I have applied the information, with terrific results. I started last Monday, making a deal with myself to have a new client each day. So far, that has occurred – and I have ten new clients!”
Julie Gleeson, USA
The Art of Living

Visit http://www.FirstFiftyClients.com

2. FEATURE: How I Got 1600 Subscribers in a Month

Proudly Reprinted from Mentor Monthly #13

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Why get subscribers? Because it’s a powerful way to let your community get to know you, to build a relationship, and stay in touch. If you’re selling a product or a service, it usually takes several instances of contact before someone will buy from you. Enter the eZine!

I sent out an update recently to my R & D team mentioning I got 1600 new subscribers last month, and one member asked how I managed it. I thought I’d share the different methods with you, too.

Free Web Traffic

Submit your sites to the major search en’gines, and if you have crafted your pages properly, you will come up near the top when people search for your key words. E.g. ‘life coaching’, ‘motivational speaker’, ‘corporate training’.

Save time and get better results by getting a good software program to do your work for you, and it will train you as you go.

There are certain key things you should have in any search engine software you buy. You can surf the web and research to your heart’s content to find the one that is best for you. Or if you prefer to buy the one I use and recommend, you can get the free 30 day trial version of WebPosition Gold here: 30 Day Trial Version

Multiple Sites

I have more than one domain and many of my sites link to the other domains. Part of your search engine ranking has to do with how many sites link to yours. So through multiple sites, my search engine ranking goes up. Every site you have, in fact every PAGE you have on your site, is a chance you’ll be found by a search engine. More pages, linking to your home page, also increases your Page Rank with Google, meaning you come up higher in the listing.

My site Life Coaching Resource is rated #1 on Google right now for the key words “life coaching”. We used the phrase throughout the site and all our sites link there.

Free traffic is great – but it’s not the only source…

Paid Google Traffic

I use Google Adwords to gain most of my customers. For Adwords you pay per click for certain keywords. Someone will type in, say “Life Coaching” in the Google search bar. When the search results come in, the ads on the right show up in correlation to the key words typed in. You only pay if someone clicks on the ad.

The secret for me is that the products the customers buy when they come to my sites, pay for the web traffic. As a bonus, I get lots of newsletter subscribers.

Sales Letter

When I am writing a sales letter for a product, I use that opportunity to ask for subscriptions. For an example of how I get a subscription, let’s use www.10SuperCoaches.com. I use a hover ad that glides across to ask for the subscription.

You can also put it right into the text of your sales letter. Before we used the hover ad what I did was mention a few interesting ‘hooks,’ and then I put in this paragraph:

“Before I show you exactly how these ordinary people built such successful practices, make sure you take away a free copy of ’50 Power Questions to Ask Your Client’. It comes with a free subscription to my Ezine ‘Mentor Monthly™’, which teaches you how to coach more effectively, and gain clients with ease. (Note: I will never disclose your private information to anyone else, and you may unsubscribe with two clicks of the mouse).”

Right under that paragraph is the subscription box. The ‘thank you for subscribing page’ pops up separately so when they close it they are still reading the sales letter.

Free Download

Notice in the above example I am not asking them to sign up for a newsletter. Rather, I suggest a free download of ’50 Power Questions’, which includes a free subscription.

I’m now using this technique at a lot of my sites e.g. www.life-coaching-resource.com. I have a post it graphic that makes the free download attention grabbing. And I also have it in the left column under Free Tools. In order to get the free download, people often choose to get the newsletter at the same time (note I don’t require it though – they CAN uncheck the box if they really want to.)

What could you put together that will be of value to your customers?

(Or if you like, you can provide my ’50 Power Questions’ on your site as a free download. Just go to one of the above sites and follow the process to get the download, and then place it on your site the way I’ve done at www.life-coaching-resource.com.)

Radio Interview

I also received about 200 subscribers from a national radio interview. National was great, but I had to get up at 4am to do it!

Have you been in contact with your local media for radio or newspaper articles recently?

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Action: Get more web traffic

1. Which of the 6 ways sounds the most exciting for you to do right now?
2. Start planning for how you will use that way to gain more traffic.
3. Post what you plan on doing at the blog then check back in there with your results.

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Want more? You can find more ways to use the internet to gain clients and get more in depth on the solutions above in our new Internet Clients eCourse.

Enjoy!

P.S. Got a comment on this article? Add it to the blog.