Hi Eric! I did a Complimentary Coaching Session this afternoon with several family members and I landed client number 2 for £1,499 per month and I’m really, really pleased! I have another CCS tomorrow morning.
The Profit Equation was a lot of fun as I got the family members to work through it. They basically do some unique products and are looking to increase sales on the manufacturing side. They are also in the process of having an e-commerce website built to try and sell the products on-line.
After spending about 6 weeks learning your business coaching sales system from scratch I started to get a little bit anxious about getting out and trying to put it into practice. Thankfully, I decided to follow the sales process exactly as you teach and it really works! I have managed to convert 2 out of 3 CCS’s so far and this has given me so much confidence for the New Year 2016! Thanks, Eric!
Good news! We signed up a $10,000/month client on Wednesday. It was a Platinum client with 11 people on the management team. (They’ll pay our firm $120k this year!) Also, yesterday I signed up a Gold client ($36,000 per year) in the furniture/moving industry, a $2M business with only 3 people on the team. So, this week I increased my income by $156,000 per year! A big step in the right direction.
More importantly, my other clients are starting to want more from our firm such as DISC and Core Values workshops, higher value coaching packages, etc. So I’m starting to land more, larger clients and coaching packages because I have new tools, have refreshed my learning, and have more passion.
Michael, you have been integral to my success. You and the Coaches’ Coach program really deserves some credit here. If it weren’t for you, I would not have the 1-on-1 coaching practice and the Coaches’ Coach as a foundation. And, I would not have the coaching processes or mindset without you and Eric Dombach. I owe you guys a huge thank you!
Most business coaches have a love-hate relationship with sales.
They love closing the business coaching gig but hate the process of getting there.
The root cause of all this negativity is simple.
You’re making sales mistakes because you’re “winging it” — and that’s no fun! 🙂
Welcome to the third post in our three-part series on how to identify where you’re making unnecessary sales mistakes because you’re “winging it” in your business coaching sales process — and how you can take a “business coaching systems” approach to your sales process. You can find Part 1 here, Part 2 here.
Here are 3 more signs that you’re winging it in your sales process and how to fix them.
SIGN 7. Your Prospects Seem Guarded And Hesitant To Share Information With You.
You know that the key to making business coaching sales is to help your prospects share their pain points with you, so that you can demonstrate how business coaching can help. But if you find that your prospects just aren’t opening up, it’s because you aren’t adapting your presentation to their personality style.
The solution? Learn how to size up your prospects’ DISC profile fast, and adapt your presentation accordingly. Remember: D’s are confident and to the point; I’s are fun and happy; S’s are steady and slower-paced; C’s are careful and fact-oriented. When you begin your meeting with the prospect, ask yourself two simple things: what’s the subject of their conversation and what’s the speed?
If they’re talking intensely about the facts, you’ve got a D. If they’re talking intensely about people, you’ve got an I. If they’re talking slowly about the facts, you’ve got a C. If they’re talking slowly about people, you’ve got an S. This will help you click with them on a much deeper level, increasing your likelihood of closing the deal AND coaching them effectively once you have!
SIGN 8. Your Prospects Don’t See The Value Of Business Coaching.
There’s nothing more frustrating than being told by a promising prospect that they can’t “afford” your services or justify the cost of coaching. If you find this is happening to you on a regular basis, it’s because you’re failing to tangibly demonstrate the impact you can have on them.
The solution? Use the Profit Equation Worksheet. This is one of the most powerful closing tools on the planet. If you’re not using it to your full advantage, you’re leaving money on the table.
SIGN 9. You Leave Sales Meetings Without A Firm “Yes” Or “No.”
All too often, business coaches leave sales meetings with things up in the air — those dreaded words, “Let me think about it,” haunting your sales efforts. If you can’t seem to get prospects to commit, chances are it’s because you’re not asking for the sale clearly enough.
The solution? Learn a handful of solid closing techniques and practice, practice, practice. For example, Brian Tracy suggests an “invitational close,” such as, “If you like what I’ve shown you, why don’t you give it a try?” or an “alternative choice close,” such as, “Do you prefer the Gold or Platinum coaching level?” I also suggest you check out Sell it Today, Sell it Now by Tom Hopkins. Although I don’t necessarily recommend a one-call close for business coaching, this book is an amazing resource that will help you overcome your fear of closing and fix this problem once and for all.
Whatever you do, STOP winging it in your sales meetings, and start being systematic and deliberate in the process! When you do, both your sales and your income will soar.
P.S. I want to invite you to enroll in a FREE 30 Day Trial of the Coaches’ Coach members only site! It’s our complete business coaching system, including customizable marketing campaigns, sales scripts, client training materials, business optimization modules, and more. One of our members recently closed $1,500 in recurring monthly revenue after just 3 days with our system…think what that could mean for YOUR business! Get your a FREE 30-day trial.
Welcome to our FIFTH post in the series on Business Coaching Franchise myths. You can read the first four HEREHEREHERE and HERE.
Last time, I suggested that you look critically at the level of brand recognition the business coaching franchisor can legitimately claim by calling 5 of the most influential accounting firms in your region and ask them if they’ve ever heard of the business coaching franchise system you’re considering buying. If they have, ask them about the reputation of the system. If they’ve never heard of them before, then most likely their clients (your prospects!) haven’t heard of the franchise either – guaranteed! If they HAVE heard of the franchise you’re exploring, what’s their reputation like? Will it help you or harm you?
For a complete review of all the nuances of selecting a business coaching franchise, be sure to download, if you haven’t already, the Business Coaching Franchise Buyer’s Guide HERE.
Today, I want to share with you one of THE BIGGEST franchise myths from Robert Purvin’s The Franchise Fraud — one that I think especially relevant for business coaches.
Business Coaching Franchise Myth #5
Franchises Offer a ‘Proven’ Business System.
Often, business coaching franchises represent themselves as having worked out all the operational and marketing bugs that present risks to opening your own firm successfully. All you need to do, they say, is follow our rules and voila! The business will build itself.
Unfortunately, in far too many cases, these same business coaching franchisors have never actually developed a proven success formula. In fact, many of them use their franchisees as “guinea pigs,” testing and developing their business coaching franchise formula on the fly (and at their franchisees’ expense)!
The truth is, more often than most franchisors would care to admit, franchising is used as a growth strategy in and of itself…IN LIEU of planned, strategic, business growth. The use their franchisees to work out their business model rather than selling a business model that already works. In our view, this is fraud!
While this may not be true in the case of every business coaching franchise, it still behooves you to be careful and to check and double check everything your franchise sales rep is saying against the cold, hard facts.
Before you invest, we recommend the following critical steps in your due diligence process…
Business Coaching Franchise Due Diligence
1. If you haven’t yet, ask your franchise sales rep the 7 questions in your Business Coaching Buyer’s Due Diligence Checklist (check box #12). This will help you determine whether or not they really have a system in place that is proven to work.
To your success,
Eric Dombach
P.S. As an alternative to buying a business coaching franchise, consider enrolling in a FREE 30 Day Trial of the Coaches’ Coach members only site! It’s our complete business coaching system, including customizable marketing campaigns, sales scripts, client training materials, business optimization modules, and more. Now, you can get a FREE 30-day trial. One of our clients recently closed $1,500 in recurring monthly revenue after just 3 days with our system…think what that could mean for YOUR business!
Good morning, team! Here’s Video 4 of our business coach training series on Social Media Marketing by Certified Coaches’ Coach Simon Meadows. Simon banks more than $20,000 USD per month and generates 78% of his leads from social media. In this seven-part business coach training series, Simon shows you exactly how he has developed his LinkedIn and Facebook accounts into his primary lead-generation strategy costing him just $350 per month and 3 hours per week.
In Video 4, Simon shows you how to choose your 7 best hot buttons, develop at least 3 results driven, emotional stories, and complete your “Content Twister” with a call to action in each box. You can’t afford to skip this training!
Remember, you can watch the entire 7-part course right now if you’re already a member of Coaches’ Coach — just log into our members only site from our home page. If you’re not a member yet, just enroll in a FREE 30 Day Trial of the Coaches’ Coach members only site. You’ll get access to our complete business coaching system, including customizable marketing campaigns, sales scripts, client training materials, business optimization modules, and more. Get your FREE 30-day trial here.
One of our members recently closed $1,500 in recurring monthly revenue after just 3 days with our system…think what that could mean for YOUR business!
