coaching business

Episode 45: Three Marketing Strategies to Skyrocket Your Business

marketing strategies

Website? Check.

Great sales copy? Check.

A variety of products available? Check.

Now all you need is steady flow of potential clients in your market.

Sounds easy, doesn’t it? The truth is, though, marketing is the one thing that holds coaches just like you back from success. Maybe you don’t know where to begin, or perhaps you’re afraid of putting yourself out there, or maybe consistency is your biggest problem.

Whatever the case, if you want to grow your business, you must master marketing. Start with these proven strategies, and you’ll be well on your way to coaching stardom.

Nail Your Brand

Here’s the single most important part of any marketing plan—and one of the most difficult to pin down. It’s more than just a logo and the colors on your site. It’s not about your font choices or your “voice.” But it IS about all of those things and more.

Branding encompasses everything from who you are to who your ideal client is. A solid brand will instantly identify you no matter where you are. The way you write and speak and the language you use will resonate only with your ideal client. Your personal style will shine through, and make it impossible for anyone to mistake your content, graphics, ads and other materials for anyone else’s.

Host Free Webinars

Before a potential client becomes a paying customer, they must “know, like and trust” you. There are lots of ways to get there (solid branding helps) but one of the fastest is by creating and hosting free webinars.

These training-focused events help you show off your skills with real, actionable content. Attendees will know in just a short time that you really do know what you’re talking about, and they’ll want to learn more from you.

Not only that, but live webinars give you the opportunity to show off your personality, too.

Make Good Use of Paid Traffic

How will you entice people to register for your event? Through your website and newsletter, of course, but those are people who already know you. If you’re looking to grow your reach, then it’s time to break into paid advertising.

Facebook is one of the easiest and most cost effective advertising networks. Not only does it have incredible reach (nearly everyone has a Facebook account) but it also allows you to narrowly target your market, so you can reach your perfect customer. Add a retargeting component, and you’ll find that paid traffic is really quite cost effective.

You don’t have to have a degree in marketing to make it as a coach, but you do have to take steps to get in front of your audience. Start with the basics, and build from there, and soon your coaching practice will grow and thrive.

Coaching Business Roadmap

3 Promotional Strategies You Can’t Afford to Ignore

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Working to grow your list? Who isn’t!

You’ve no doubt tried all the usual strategies, such as offering a freebie through a pop-up or sidebar form, hosting a free webinar, or maybe even running Facebook ads.

And while all those techniques can work, they’re not going to produce a large influx of new names and emails.

LinkedIn Publishing

Not so long ago, content marketers found great success by syndicating their content on sites such as Ezine Articles or even in guest blog posts. The big Google changes of the past have put an end to those strategies (mostly) but there is one up-and-coming publishing platform that looks promising: LinkedIn.

Their relatively new blogging tool allows users to post long-form updates complete with images, calls to action, keyword tags and more. If your audience is on LinkedIn, it’s well worth checking out. As with all content marketing though, the real key to making LinkedIn Publishing work for you is consistency. The more content you release, the more results you’ll see. For best results, drive traffic directly to an opt-in page.

Solo Ads

Getting a fellow business owner with a large mailing list to promote your offer can bring in a flood of new traffic—especially if that list owner is well respected and has a responsive list.

Finding said list owner is another matter all together.

Enter www.safe-swaps.com, where list owners offer up space in their mailings with a guaranteed response rate. Choose the type of list you want, the number of clicks you’re looking for, and Safe Swaps will present you with dozens of options to choose from. All that’s left is to agree to the advertising rate.

Content Upgrades

Got a blog? Chances are you have an opt-in form at the end of each post, or at the very least, in the sidebar.

Here’s an even better option: Add a content specific opt-in form to each blog post. For example, if you want people to sign up for your giveaway event featuring 27 branding experts, and you write a blog post promoting the event, then a content upgrade might include a tips sheet with one tip from each participant. You’ll add people to your mailing list, plus give them a taste of what they’ll find in the upcoming event. Getting them to opt-in to both will be a breeze when you take advantage of closely related material for a content upgrade.

Speaking of giveaway events, they’re a fantastic way to grow your list, too. If you want people to sign up for your giveaway event featuring 27 branding experts, and you write a blog post promoting the event, then a content upgrade might include a tips sheet with one tip from each participant. You’ll add people to your mailing list, plus give them a taste of what they’ll find in the upcoming event. Getting them to opt-in to both will be a breeze when you take advantage of closely related material for a content upgrade.

Speaking of giveaway events, they’re a fantastic way to grow your list, too. If you’ve never done one, definitely consider that to be among the best bets for list building.

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make money in your coaching business

044: 4 Solutions for De-Stressing Your Business Starting Right Now

Coaching Business

What if you could save an hour a day starting tomorrow? That’s 5 hours per week, or more than a half-day off. Imagine closing up shop at 11am every Friday without worrying about all the stuff that didn’t get done.

You can do that, when you put these 4 solutions in place, and you can do it right now.

Proper project management. If you’re still managing your team with email and Skype messages, stop it. Things get lost, messages are forgotten (or never received) and balls are dropped. Not to mention all the time you spend sifting through your endless list of emails for that one piece of information you need.

Sign up for Asana today, and start putting all your projects there instead. You’ll have one place to look for tasks that are still outstanding, and be able to tell at a glance what needs your immediate attention.

Proper documentation. Do you find yourself reinventing the wheel every time you have to record a podcast or upload a video to your blog? Take 5 minutes and document the steps, then next time you have to do it (or better yet, when you hand it off to a VA) you’ll be able to quickly work out what needs to happen. There will be fewer mistakes, and the work will get done faster.

Create a business organization chart. If you have multiple people on your team, this is critical. Rather than everyone coming to you for questions—or worse, asking the wrong person and getting the wrong answer—take the time to create an organization chart. Add it to your operations manual and make sure your team knows where it is and what it’s for. Now, rather than your Skype chat blowing up with questions all day long, you’ll have time for the more important tasks.

Use time blocking. Get out your calendar and start making appointments with yourself. Decide when you’ll check email and when you’ll work on client projects, then stick to the schedule. These self-imposed deadlines will not only force you to get the work done, but they’ll help keep you focused, so rather than wasting time on Facebook, you’ll be working on your business.

All of these systems can be set up in an afternoon—at least initially. But the time they save you when you use them consistently is phenomenal. An hour a day is just the beginning, but you have to take action. You have to put in the work first, before you can earn the rewards, but the benefits are sweet. In the end, you’ll wonder how you ever managed before you did these four things to improve your business.

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The Art of the Upsell

Funnles

You’ve filled your funnel and you’re starting to see a steady stream of coaching clients on your calendar. Congrats! That’s a great start to building a rock-solid business you love.

But the work doesn’t end with that first sale. In fact, it’s just beginning.

Your next job is to continue to make offers (and sales) to your loyal customers. Remember, it’s much easier to sell to a current customer than to earn a new one, so don’t ignore those who have already expressed trust in you.

Step-by-Step Offers

For each of your products or services, there must be a “next logical step” for those who buy. If the point of entry into your customer’s list was an eBook, then perhaps the next step is a video guide. If she’s already purchased your video guide, a multi-week workshop might be next on the agenda. And if that multi-week workshop was a hit, private coaching is going to be her next need.

By thoughtfully including “next step” recommendations in your follow-up emails and even in your products themselves, you can easily move your clients further into your funnel with timely upsells.

Automate Your Follow-Ups

Of course, it can be tricky to manage all your products and services, so savvy coaches are careful to create an autoresponder series to follow every product purchase. You’ll want to include emails that encourage your buyer to consume the products she’s already purchased, plus tips to help her progress even further.

As she buys your next offer, make sure you make use of the automation tools available in your email software to remove her from the “sales” list and add her to the “buyers” list for that next product. When you manage this well, your clients will progress easily from one offer to the next.

Segment Your Lists

One thing to be cautious of is trying to force buyers to make too big of a leap. The woman who bought your $47 eBook is not likely to sign on for a $1997 coaching program—at least not yet.

By segmenting your mailing lists you can avoid making overly aggressive offers, and instead send your buyers exactly what they need, when they need it.

Upselling your buyers is the key to higher income with less work. Don’t be afraid to make offers, and remember, a happy buyer is primed to make another purchase. She’s counting on you to show her what’s next, so don’t make the mistake of thinking you’re bothering or annoying her by making offers. Do it thoughtfully, and she’ll actually thank you for it.

Does all of this sound like a heap of hard work? I know it can sound confusing but it really is actually very easy to put an upsell (and downsell for that matter) into place. If you need a little extra help be sure to jump into my funnles course!

 
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Your Automated Sales Force

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Ever wish you could hire a team of savvy sales people to stay in touch with your prospective clients and encourage them to buy?

When you put a few simple systems in place, you can easily replace an expensive sales force with automated tools that allow you to keep your products and services in front of potential clients. You’ll not only make more money, but you’ll do it completely hands free. All that’s required is a little forethought.

Your first must-have tool?

An autoresponder.

Simply put, an autoresponder is a series of emails that go out on a pre-determined schedule. They’re written to engage your audience and pull readers further into your funnel.

Typically, an autoresponder series will have at least seven emails in it, and is used as a lead generating tool. You offer an opt-in on your website with (for example) “weekly tips to stay productive during the dog days of summer” or “daily motivation for busy mompreneurs.” When your reader fills out the form, she’s automatically added to your autoresponder list, and you have her attention with every email.

The key though, is to write your series with specific calls to action. It’s not enough to just give her tips for being more productive. You have to also give her the opportunity to buy your products or services.

Done right, your autoresponder can help keep the cash flowing, even when business is down.

The fastest way to get your autoresponder up and running is to use a tried and true email provider such as AWeber. It’s simple to set up, and extremely affordable. Plus, you’ll find many VAs who are experienced with it and can help you out if you get stuck.

For the content, look back over your most popular blog posts and products. Posts can be repurposed to provide valuable content to your subscribers, with a natural upsell to matching products or services.

In addition, think about the questions you’re most frequently asked, what conversations pop up again and again, and what your social connections and competitors are discussing. These nuggets are the building blocks of a compelling autoresponder series that your readers will not only look for, but actually read. And if they’re reading, they will eventually buy.

As they move through your series, you want to keep in mind that subsequent offers should be more and more valuable, with the occasional low-priced offer thrown in.

In fact, if you’re using a more sophisticated system such as Infusionsoft or AWeber with the AW Pro Tools add-on, you can easily move people between autoresponders based on the actions they take. That means they’ll see exactly the offers they want and need, and nothing else. It can make selling via email super productive, and best of all, completely automated.

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You can take your autoresponder to the next level by implementing a funnel.

A funnel is a series of emails that are written and sent in a certain way that results in clients. I created the funnels course to teach two types of funnels. A basic funnel for more discovery calls and a sales funnel that can get you immediate cash.