Quick update to let you know I’ve just uploaded the first part of my latest eBook The Art of Epic Thinking for you to read – no charge, my treat!
Money is a subject many people get stuck on, whilst talking with friends, considering fees, or telling a prospective client how much the coaching program will cost them! I call it the icing on the cake syndrome.
But it’s also a syndrome you’re going to have to overcome if you’re ever going to live the rich and successful life you always dreamed of.
When training new coaches and getting to the area of money and fees I pre-frame by calling it “the icing on the cake.” The icing is money – important in life for so many reasons I don’t need to go into here…but the icing is not the cake.
The cake is the reason why we coach – contribution, service, giving, nurturing, assisting, facilitating, helping other’s to grow or have a better experience in their life or business.
That’s the cake…and by making sure you’re the best coach, delivering the best service you can, with honour and integrity…then the icing (the money) will come, but NOT before you bake the cake!
Living A Rich Life
So, as a coach – is it money that will enable you to live a rich life, or does the rich life come first?
Again, it’s a bit like the icing on the cake.
What would tell you that you’re living a rich life? It’s not racking up debt, spending big, or acting “as if” …(you fill in the blank). Instead, it’s about having a big enough ‘why’ – why are you creating the extraordinary life of being a coach?
Of course, many people when asked what living a right life would mean for them, reply, “win the lottery, go on holiday and do nothing.” But that doesn’t sound like living a rich life to me, and I don’t think it would for you, either.
Take a look at how other coaches you perceive as living rich lives, actually live their life, because there’s one characteristic most demonstrate throughout everything they do; purpose.
They all have one.
And here’s the secret: once you know what yours is, The Universe will listen and the icing will come.
Now…enjoy the baking
As I think you’ll agree, this New Year looks more promising than the last…the economy seems to be moving, companies seem more confident, and the outlook is one of hope. All good news for small business owners like you and me wanting to grow in 2014, and great news for people wanting to turn their passion into their profession and start their own business.
That’s why I want to ask you for 5 minutes of your time to complete my 2014 survey. It’s the best way of asking how I can be of service to you in the year ahead – whether by video’s, audio, online programs, social media, marketing tips (you get the idea). I’m offering 5 people that complete the survey a FREE 90 minute coaching session (worth £250) to focus on their major goal for 2014 (details of how you can claim one of these valuable spots in the survey).
Click here to do the survey. 9 questions, 5 minutes (promise)!
Next week I’ll be sharing a video with you revealing the ONE MAJOR DECISION you really should make if you want to super-charge your business in 2014…but more about that next week!!
Time To Turn On The Turbo
Whether you’re back to work now for a few days before New Year, or took the whole 2 weeks off, I know that now is the absolute BEST time to really TURBO BOOST your goals for 2014…that’s why I decided to make another quick video and share one of the most powerful “magic dust” goal setting tools in my coaching toolkit – and best of all, it’s FREE again, my gift to you -:)
Click here to get a FREE video exercise I usually only share with my private coaching clients!!
So, if you still want to download the best and most extensive book I’ve written so far…and of course save a bundle if you buy BEFORE the 31st (after which it’ll be £57 – still be great value) then IT’S TIME to buy your copy now!!
Making sure you think EPIC thoughts is a priority if you truly want to fulfil your potential personally and in business, and a great time to do that is beginning with a New Year.
After all, a success plan is only effective if you truly believe you can achieve it, right?
“The Art of Epic Thinking” is designed to be especially useful if you’re a coach, consultant, speaker, heart centred helping professional or person who just wants to be even more successful in life and business. Someone who needs to walk their talk. Someone like you.
Just a quick update today to share a quick video containing a really useful and powerful coaching technique that’s perfect for just before the Christmas and New Year celebrations really get going.
How to make sure your free consultations convert into sales is one of the most important concepts a coach, consultant, helping professional, entrepreneur, sales manager or business owner needs to know.
I’ve had a lot of emails since I shared my 2 step process for signing more clients, more easily, more of the time in my last email, and they all go something like this:
“Hey Mike, thanks so much for sharing this information, it all sounds great. I do meet people at events, some call me up, and of course I get email enquiries, but when you said to ‘take control’ of the conversation, what did you mean by that? Please help, etc…”
Free Consultations Convert
So, here’s the thing – since you’re the professional/ expert/ “the one” (whichever term works best for you) YOU are the one to lead the conversation.
Whilst the story of how they came to this point in life or business might be interesting, and some parts of it may well be areas you help them with in the future, right now you just need to know enough for you to be able to decide if they might be a good fit as a potential client in your business.
And the good news is that the more concise and clear your questions and process appears to them, the more likely they will begin to perceive you as the expert.
Establish The Gap
Whilst the particular questions you would ask your future potential client are unique to you and your business, there are 2 main guidelines to follow that will help make sure you have a meaningful initial conversation, and are then able to form a reliable opinion as to whether of not your product or service would be right for them.
Those 2 ponts are:
- Ask open questions.
To remind you, an open question is any question that connote be answered with a “yes” or “no” – e.g. “Is business going well?” (closed) could become… “How’s business?” (open). Open questions will ALWAYS give you so much more information, and whilst closed questions might appear easier they will never give you the information you need in order to take the conversation in a meaningful direction.
- Establish the gap.
As a bottom line, you need to find out where they want (their business) to be in, say 12 months, and also where they are now. By knowing that, you can decide if helping them close or bridge the gap is something your service or product can do.
Once you’ve done this, you will hopefully have either booked that initial conversation with them, or shook hands and gone on your way.
I’ll be posting you more detailed step-by-step sales and marketing tips to help you grow your business in the New Year, so watch out for them.
Okay, so it’s almost the holiday season – and “yes”, I’ve started early this year – but I wanted to give you this quick and extremely powerful tip to help you with the question, how to sign more clients & business more easily in the New Year, and really make 2014 a MEGA SUCCESS for you and your business.
The scene: you’re chatting at a networking event, get a phone call or the “you’ve got mail” pings on your computer – someone is interested in your service.
Of course, they have loads of questions: how much, where, how it works, product features, logistics, support (you get the idea). What’s happening is that the person NEEDS to know certain information first BEFORE they can make a decision to work with you.
Thing is, most buying decisions are based on emotion…not hard facts (even though I know we’d all like to think otherwise).
This is where most coaches, consultants, and helping professionals go wrong; they inadvertently step into justification mode.
Whilst even though you might feel you explained things pretty well, what you get back are more and more questions, until finally you lose the protective client down the rabbit hole – and you always know when that’s happened because they start to say things like, “that’s so interesting/ sounds perfect/ is just what I need, BUT…”
At that point you’ve lost them with too much detail.
So, what happened?
In a nutshell, you let them lead the conversation.
Remember, you’re the expert here and they want to know how the service you offer can help them. YOU HAVE THE POWER!!
How To Sign More Clients More Easily
- Establish rapport. Make sure that you establish, and keep rapport. Once you have that, even though the prospect might want to lead and ask you questions, with rapport you can be the one that asks the questions and then lead them where you want them to go.
- Book a conversation. Tell your prospective client that the best way for them to get a sense of what your offer and for you to fully understand their situation is in a dedicated – and free – 1-2-1 conversation. Tell them that this will be between 60-90 minutes, and whether at the end of it you both decide to work together or not, the time they spend with you discussing what they want to achieve will have been time well spent.
Once in the conversation there is of course a process for you to go through, for the prospective client to be able to experience the power and benefit working with you offers, and also for you to be able to present your service in the best possible way, but I’ll leave that for next time.
Right, now you know the first couple of steps of how to sign more clients more easily…so go have some conversations!!
Judging from emails received since my previous post discussing what makes a good presenter great, I know the business of how you present yourself, whether as a speaker, trainer, or consultant/coach, has a huge impact towards the success (or failure) of your business.
To PowerPoint, or not to PowerPoint is another question trainers, speakers and coaches often find themselves considering. Some believe it to be a useful and integral component of any good presentation, whilst others see it as a soft option and even the sign of an incompetent speaker (ever heard the phrase “death by PowerPoint”?). Consider…
1 – “To PowerPoint, or not to PowerPoint?”
I know there are two groups of here, those that believe using PowerPoint (or Keynote) is a brilliant tool with the power to enhance a presentation, and those that think the opposite and avoid at all cost. Consider…
- ‘Believers’ – if one day your computer crashed or the projector broke when you’re just about to start a presentation, could you continue with confidence, still able to deliver an accomplished performance?
- ‘None-believers’ – without PowerPoint, how else do you connect with your audience and convey your message, especially since it’s estimated 55% of people process information visually BEFORE they listen to anything you might say?
Top Tip: Make sure you use PowerPoint (or Keynote) to enhance your message and stretch the imagination of your audience. Interesting visuals coupled with a dynamic delivery by you can make you and you message truly memorable.
PowerPoint gained a negative reputation in the training world as some less capable (or lazy) trainers simply developed a habit of turning away from the audience and reading the screen. Great presenters will make using PowerPoint look easy, referring to slides WITHOUT turning to them – they just KNOW their stuff. The secret? Rehearsal. It pays off, only every time.
2 – “Will the audience focus on my slides rather than at me?”
Visuals are important, but how you present your topic is even more important. No matter how good the slides, you can’t hide behind them. A great speaker know’s their subject inside-out and is completely in tune with their audience. This type of speaker will always shine the brightest.
Top Tip: The late (and great) Apple supremo Steve Jobs was the consummate presenter. Essentially a geek talking about a technical subject (computer operating systems and mobile phone technology), yet when he presented he was mesmerizing. Slides? Simple, to say the least. A firm believer in as little text as possible, he understood the power visual imagery gave him in creating the perfect backdrop. My tip? Model excellence! Follow the link here to watch the maestro in action introducing the world to the iPhone back in 2007.
3 - “But how much text is too much?”
Think about it this way; if a person sitting on the back row can’t read every word, there’s too much text, AND/OR the text is probably too small.
Top Tip: Remember, your slides are not designed for your computer screen, they’re created for a projection screen (or large TV screen if presenting to smaller groups in a business environment). If possible, arrive at an event early and check your presentation from the back row (furthest away from the screen). If you can’t see what’s written easily, you need a larger and/or a clearer font.
…PS (Sneaky Extra Top Tip): Delivering well to an audience is undoubtedly a great feeling. Unfortunately though, through the years I’ve met speakers with inflated egos that believe it’s all about them – believe me, it’s not…it always all about the audience. Remember that, and you have a chance to shine. Forget it, and the bookings (and audiences) will dwindle.
Create great slides!!
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